Account Segmentation

Many Sales Reps spend far too much time managing transactions and not enough time strategically developing the accounts that will actually move the needle for them at the end of the fiscal year.  

 

Account Segmentation forces Sales Reps to think critically about the accounts in their territory and provides a framework to help them identify which accounts they should prioritize their business development efforts on. 

COURSE DETAILS

Live training format

3 lessons

 

2 Hours completion time

Individual Coaching optional add-on

After completing this course, you will be able to:

  • identify which customer attributes best determine buying potential

  • perform an Account Segmentation on your accounts 

  • understand the difference between A, B, & C Account Tiers 

COURSE CURRICULUM

Pre-Training Workshop

  • Extract Account Data 

  • Identify Key Segmentation Metrics 

  • Define Data For Each Territory

1.

Stephen Gonzalez

Account Segmentation Theory

  • Why Segment Accounts? 

  • How To Segment Your Accounts 

  • Identifying Ideal Customer Profile (ICP) Attributes 

  • Understanding Your Territory Type 

  • Account Segmentation Exercise

2.

Stephen Gonzalez

(Optional) Individual Coaching

  • Perform An Account Segmentation For Your Territory 

  • Review & Finalize Account Segmentations

3.

Stephen Gonzalez & Kevin Legg

Lead Generation

Opportunity Qualification

Presentation

Negotiation & Closing

Account Management