A good account segmentation will keep the lights on, but a great segmentation is how market leaders surpass their competition. How does yours compare?
On today’s show, we are joined by Malorie Feidner, Senior Consultant at SBI, to discuss what it takes to achieve best-in-class account segmentation. Malorie shares the 3 key items every sales leader should prioritize, as well as the most common mistakes organizations make.
Click here for the full podcast version of this interview.
President Advisory Board Spring Insights
- Why account segmentation is critical. minute :56
- Taking your account segmentation from “good” to “great.” minute 1:26
- 3 elements of a superior account segmentation. minute 2:54
Skip to minute 6:19 to hear Malorie discuss the most common mistakes sales leaders make in their account segmentation:
“The number one mistake that I see is not having a clear vision of your ideal customer profile. I find that many organizations have conflicting ideas of what makes an ideal customer, and some haven’t even defined it at all. So, when we do an account segmentation exercise, the first thing we do is look at what your data is telling us and match that up against qualitative feedback from your leadership, your sellers, and your customers. This allows us to get the whole story, and we can draw a complete and accurate picture of what your ideal customer looks like.”