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Getting assigned a new sales territory is one of the few moments in an AE or SDR's career where there's genuinely no shortcut: you have to figure out who you're selling to before you can do anything else. Sales territory planning done right means building a prospect list that's filtered for actual fit, not just geography and company size. Done wrong, it means spending your first month reaching out to accounts that were never going to buy.
The problem
The default approach is to pull a list from your data tool, apply the broadest ICP filters you have, and start working it. That produces a noisy list. You find out which accounts were wrong fits only after you've reached out and gotten nothing back. The problem isn't the data. It's that the filtering happened before you actually understood the territory.
The play
Start by grounding Lando in your segment:
"I'm covering mid-market SaaS companies in the Pacific Northwest. What kind of companies should I prioritize as LeadIQ customers?"
Lando helps you think through the ICP signals that matter for your segment. Then validate individual accounts as you find them:
"I'm on the website for [company name]. Does this account fit the profile of a strong LeadIQ customer?"
Navigate to a prospect's LinkedIn page and check the team size:
"What's the size of their sales development team based on what you can see here?"
The result
You build a sales prospecting list filtered for actual buying fit, not just firmographic overlap. Lando helps you think through which accounts have the outbound motion that makes LeadIQ valuable, so you're not discovering bad-fit accounts three weeks into the territory.
When to run this play
- First week in a new territory when you need to decide where to focus before starting outreach
- When expanding an existing territory and need to triage net-new accounts without evaluating every one from scratch
- When the inbound queue is slow and you're building outbound coverage proactively
Lando is built into the LeadIQ browser extension. To see more plays like this one, check out the full list of Lando use cases. Or if you'd rather see it live with your own accounts and CRM, book a demo and we'll walk through it together.
