Software Development
Sales Account Segmentation
Designs the account segmentation model between ICP and tier structure - which firmographic, technographic, intent and jobs-to-be-done signal layers define account fit, the weighted fit score calibrated from 12 months of closed-won deals, fit and readiness as separate axes, whitespace and expansion mapping, and how the model is encoded, routed and re-scored in the CRM. Covers B2B account segmentation and B2C value-based customer segmentation. Use whenever the user mentions account scoring, fit score, whitespace, book-of-business carve-up, or reps picking accounts on gut feel, even without the word segmentation. Do NOT use for tier cutoffs and coverage (mbfinotti/sales-skills@sales-account-tiering) or ICP criteria (mbfinotti/sales-skills@sales-icp-definition).
- Publisher / source
- mbfinotti/sales-skills (found on skills.sh)
- Upstream record
- mbfinotti/sales-skills
- Version
- Version 3
- Published
- Publication review
- Approved for publication
- Content fingerprint
a042da12d33aa061094d73d0d9b6108d8e1a63f407db58c176655cc281fcdb17