Resources
Field notes, not a blog mill.
Short pieces from building EquipLead. No invented metrics. No ‘unlock your stack’ posts.
A CRM cannot see a territory
City, ZIP, and last year’s billing file are not a sales zone. Coverage starts with a polygon.
Who to call today is a coverage problem
If the list is every company in a radius, the rep will ignore it. Ranking needs project, relationship, and fit.
Match the project to the catalog before the first knock
A hospital wing and a dirt pad do not rent the same iron. Fit is the difference between a call and a wasted mile.