How Sales Reps look at their book of business is critically important. In the episode Tim take on Account Segmentation at the individual contributor level and challenges the notion that more accounts are always better and take you though looking at not just the 80/20 rule but at how by focusing on fewer accounts and going deeper helps your business grow.Read More
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 focus 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.