Cold Prospecting Assignment Flow

Here’s your guide to how cold outbound assignments work. Think of this as your playbook for which accounts you own, how contacts get routed, and what to do once they land in your name.

1. What is Cold Prospecting?

Cold prospecting = outreach to companies that haven’t raised their hand yet.

These are not inbound leads and not MQLs.
Instead HubSpot automatically create/assign them based on territory rules.

Important: Not every state in the CRM is an active target. Some exist just for ownership/history (don’t waste time there).

2. How Assignment Works

When a new company is created in HubSpot:

System looks at the "location state" the company belongs to.

- Company owner → the correct AE
- SDR Owner → the correct SDR
- Associated Contacts → also assigned to the same SDR & AE

Your personal meeting link is set at the contact level (so if they book, it routes to you automatically).

3. Assignment Breakdown for Full Coverage Territories

Claire Celski → WA, AZ, NM, CA
Madison Rietsema → MI, NY, CT, NJ, VA, PA, IN, OH, OK
Shyanne Estes → TX, AR, GA, KY, SC, NC, IL, MO, LA

For broader routing logic, see: SDR Territory Routing - Process Flow.

4. SDR Notes & Best Practices

✨ Before prospecting:

Check if the state is an active outbound region. Don’t spend time if it’s not.

📝 While working accounts:

Update Lead Status if a company is not qualified.
Use Notes or custom fields to flag accounts that need manual review or reassignment.
Confirm contacts have a primary company association before booking a handoff.

📅 When booking meetings:

Use the right meeting type:
- Intro Call = first touchpoint
- SQL Handoff = when routing to AE

Quick Tip for SDRs: Your #1 focus is getting to the meeting handoff cleanly. If something feels off (wrong territory, missing data, duplicate company), flag it early so RevOps can fix it before you waste cycles.

5. Troubleshooting

🛠 Still stuck? Reach out in #sdr-team-hubspot-and-systems on Slack.

📅 Updated: September 15, 2025