One last key point to make, at least at this time, about prospecting, and more specifically territory planning, is really important. We can be so thorough with our criteria and the number of customers/prospects that we analyze that it can take forever to actually do the work. When that happens, people skip this step in the cycle. When that happens they end up without a plan to optimize their time - not a good outcome. We'd rather have a simple analysis with 8 criteria matched against 20 customers that gets completed early in the year, than a comprehensive analysis with 30 criteria against 100 customers that never gets done.

As Voltaire said, "The perfect is the enemy of the good".