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Poor Account Segmentation:

Explanation: Accounts are not properly segmented based on industry, size, or buying potential, leading to a lack of targeted strategies.


Impact on Revenue Growth: Inefficient resource allocation and missed opportunities for personalization.

Solutions:


Account Segmentation Framework:

  • Develop a framework to categorize accounts based on criteria like revenue potential, industry, and engagement level.

  • Use data analysis to refine segmentation over time.


Personalized Engagement Plans:

  • Create engagement plans tailored to each segment, focusing on their unique needs and pain points.

  • Provide sales reps with specific strategies for each segment.


Resource Allocation Guidelines:

  • Establish guidelines for allocating resources (e.g., sales effort, marketing budget) based on account segment priority.

  • Ensure high-potential accounts receive the necessary attention.

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