Tag: Account Segmentation

Account Segmentation is the practice of classifying accounts by potential, current spend, and previous sales to determine the proper amount of time and focusĀ  Account Segmentation is a strategy that both sales managers and sales professionals need to apply to their book of business and list of prospects.

Rather than treating all accounts as equals the process of segmenting them helps sellers and their management determine where the time and focus need to be spent in order to get the best results.