Prospect with Territories

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Overview

Territories help you set clear guidelines and rules that restrict which contacts and accounts each user on your team can prospect. This helps you to better organize your sales team so they only engage with the specific contacts you assign to them.

You can use territories to filter and segment lists in numerous ways, not just to apply geographic restrictions. Refer to the following sections to create and assign territories.

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Add New Territories

To add a new territory:

1. Launch Apollo and click Settings > Territories.
2. Click New Territory.
3. Name the territory and assign it to a user group. If you choose the Specific users button, you need to select the users that you want to assign to the territory.
4. Click Add filters for people and companies.
5. To define the territory, add as many search filters as you need. Then, click Save filters.
6. Click Save to activate the territory.

You have now applied the newly created territory to your assigned audience. Repeat these steps to create more territories. There is no limit to how many you can create.

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Search Using Territories

When you assign territories to users in your Apollo account, they cannot see, search, or access any contacts that fall outside the rules of those territories.

When a user searches for new contacts or accounts in Apollo, the Territories search filter shows the territory you've assigned to them. Only Apollo admins can edit or delete this filter.

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Restrict Prospecting by Account Owner Status

If you only want users at your company to prospect contacts from accounts they have been assigned, restrict their prospecting activities using territories. As an Apollo admin, build a territory that automatically applies to all of your assigned users and restricts their search in Apollo to the accounts they own, rather than building separate territories for each individual user.

Start by adding a new territory and assigning it to a user group. When you select filters for the territory, click the Owner filter. Then, select Current User from the Account owner drop-down.

When users with the assigned territory search for contacts, they will only see contacts from their own accounts.

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Restrict Prospecting Using Custom Fields

If you assign account owners in Salesforce or HubSpot and sync that data to Apollo, use custom field entries to restrict prospecting activities by territory. This ensures users only prospect the accounts in Apollo that you have assigned to them in your CRM.

Start by adding a new territory and assigning it to a user group. When you select filters for the territory:

1. Click the Custom Fields filter and then click the Contact tab. Select Add Custom Field Filter and choose a custom field. The field must be a Lookup - User type field.
2. For Value, click the Is any of checkbox, then select the users from the drop-down. Make sure you add the same users that you assigned to the territory.
3. Click Save filters and finish creating the territory.

You have now restricted prospecting with custom fields. When users with the assigned territory search for contacts, they will only see the records where the custom field you selected has a value that matches the user.

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Edit Permission Profiles for Territories (Admins Only)

If you are an Apollo admin, you can edit permission profiles to add or remove user territory permissions. This enables you to control which users at your company can add new territories and prospect outside of their assigned territories.

To edit permission profiles, launch Apollo and click Settings > Permission Profiles. Then, follow the steps in Create and Assign Permission Profiles.

In the Prospecting permissions section, click the following checkboxes to give users more flexibility when prospecting:

• Can add or edit Territories & Territory Rules: This enables users to add and edit territories.
• Can prospect outside of assigned territories: This enables users to search for new contacts and accounts outside their assigned territories.

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Edit Existing Territories

To edit an existing territory:

1. Launch Apollo and click Settings > Territories.
2. Find the territory and click ... Edit.
3. From here, you can change the name, assigned users, and search filters that define the territory.
4. Click Save to update the territory.

You have now edited an existing territory.

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Clone Territories

If you want to create a new territory based on an existing one, you can clone the original one. This enables you to assign a territory with some of the same characteristics to different audiences, such as sales reps that target the same persona across different locations.

To clone an existing territory:

1. Launch Apollo and click Settings > Territories.
2. Find the territory you want to clone, then click ... > Duplicate.
3. Name the new territory and assign it to a user group. If you choose the Specific users button, you need to select the users that you want to assign to the territory.
4. The filters from the cloned territory are still active. To update the search filters that define the territory, click Add filters for people and companies, then add and remove filters as needed.
5. Click Save to create the new territory.

You have now activated your new territory.

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Delete Territories

To delete a territory:

1. Launch Apollo and click Settings > Territories.
2. Find the territory you want to delete, then click ... > Delete.
3. Click Delete again to confirm your decision.

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