Understand which accounts in your market are going to generate the most revenue over the shortest period.


Quantifying the potential, propensity to buy, and willingness-to-pay for each account will increase your sales and marketing ROI. This is done by aligning your best resources with your best accounts. With accurate account segmentation, the executive leadership team will be able to provide intelligent strategic guidance to the entire organization, especially the go-to-market functions.

Rapid Diagnostic

1. You have defined your Ideal Customer Profile (i.e., what defines your ideal prospect/customer).

2. Your Ideal Customer Profile was built using a research-based process.

3. You have scored each prospect/customer relative to your ideal customer profile.

4. The potential spend for each prospect/customer is quantified and known by the sales team.

5. Your Customer Acquisition Cost (CAC) is known by account.

6. The Customer Lifetime Value (CLTV) is known by account.

7. You have defined the Propensity-to-Buy for each prospect/customer (i.e., how likely each prospect/customer is to buy from you).

8. You use a RAD (Retain, Acquire, Develop) model to define your tactical approach for each account.

9. You assign your best sales channels to cover the accounts with the most potential.

10. You assign your best sales talent to the accounts with the most potential.


• Ideal Customer Profile (ICP)

• Propensity-to-Buy Formula (PtB)

• Prioritized Account List

• Customer & Prospect Account Potential

• Define Sales Motion by Account (RAD Model)

• Account Share of Wallet Analysis

Channel Partner Scorecard
November 13 2019
Channel Partner Scorecard
Conversational Commerce Guide
October 29 2019
Conversational Commerce Guide
Sales Kickoff is Dead - How Market Leaders Use Acceleration Summits
October 14 2019
Sales Kickoff is Dead - How Market Leaders Use Acceleration Summits
1 of 140
Sales Strategy
Purchase Segmentation – The Key to Revenue Growth
It’s Sunday, April 14th. It’s no ordinary Sunday. Today is the final round of the Masters, and Tiger Woods is in contention. The fans have showed up in the thousands at Augusta National to witness history. After a converting a...
Read More
Go-To-Market Strategy
Why Most Market Segmentation Studies Fail the CEO
Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical. It informs how to make investments in people, time and money.   Geographic growth opportunity Industry/Vertical market...
Read More
Sales Strategy
Sales Operations Is the Missing Link in Creating a World-Class Coverage Plan
Sales operation needs to be in lock-step with your sales leader on your coverage plan exercise? Many sales operations leaders are stuck in tactical and daily activities. How can you elevate your sales operations team to think strategically? Sales operations...
Read More
Sales Strategy
How Are You Updating Your Coverage Plan for 2019?
Sales coverage is one of the most strategic decisions a sales leader needs to make.  The goal is to design a coverage plan that serves the needs of your customers and optimizes customer acquisition costs. You also need to ensure...
Read More

Stay up to date with our latest insights, benchmarks, strategies & more


Join our team of passionate professionals and find your full potential