Account Segmentation is the process of building a list of potential accounts off of the Total Available Market (TAM) that exists for your product/service. It allows you to prioritize your Sales and Marketing Efforts; to leverage your findings in Lead Generation, Sizing, Structure and Territory Design; and to prioritize targets that match your Ideal Customer Profile within each region, market, and area. Account Segmentation leverages two of your most valuable assets: People and Time.

Nearly impossible to have a winning sales strategy if you don’t know what the Ideal Customer Profile looks like. Sounds so simple, but so many organizations struggle to clearly articulate and document what their Ideal Customer Profile is. Why’s this so important:

1. How do you know where your sales “sweet-spot” is?

2. How can you “point” your marketing dollars at the right targets if you don’t know what target to shoot at?

3. How do you create a Demand Generation strategy without defining the target?

4. How do you provide relevant content to the appropriate person at the right point in time if you don’t know the target?

Account Segmentation which includes defining the Ideal Customer Profile is the first step to building the foundation for a world class sales organization. It all starts with the Ideal Customer Profile.