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Prioritizing Accounts in Territory

MediumStrategy00:00
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Welcome to your interview.

The question is on your right: Prioritizing Accounts in Territory. Take a moment with it first.

Talk your thinking through with me if you like - when you're confident, submit your answer and I'll grade it like a real screen (7/10 or better passes). Discussion and graded submissions share your five interviewer interactions, so spend them well.

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Problem

Scenario

You're stepping into a named enterprise territory with more accounts than you can realistically cover well. Leadership wants to see disciplined territory planning, and you need to decide where to spend your time, your SE support, and executive attention.

Question

How do you determine which accounts in a named territory deserve the majority of your time and resources?