Warm-path territory design
Assign accounts to the reps and teams who actually have relationships there.
ABX playsPlay 10
When to run it
When rebalancing territories or onboarding new reps.
How to run it
- 01Map each rep's and leader's personal connections to accounts.
- 02Give accounts to the person with the strongest path where possible.
- 03Pair reps with internal connectors for accounts they don't know.
- 04Review the split every quarter as networks grow.
Pro tip
A rep with a real relationship will outperform a rep with a better script.
Run this play at scale with The Swarm, which maps your company's network and finds the warmest path into any account.
More abx plays
PLAY 09
Relationship-scored target account list
Rank your target accounts by how warm your best path in is, not just by firmographics.
Read the play →PLAY 11
Network-overlap ABM
Pick account-based marketing targets where your network overlaps most with the buying group.
Read the play →PLAY 12
Stalled deal rescue
Find new warm paths into deals that have gone quiet.
Read the play →