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.
Live training format
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
Extract Account Data
Identify Key Segmentation Metrics
Define Data For Each Territory
Account Segmentation Theory
Why Segment Accounts?
How To Segment Your Accounts
Identifying Ideal Customer Profile (ICP) Attributes
Understanding Your Territory Type
Account Segmentation Exercise
(Optional) Individual Coaching
Perform An Account Segmentation For Your Territory
Review & Finalize Account Segmentations
Stephen Gonzalez & Kevin Legg