The document outlines strategies for segmenting accounts in account-based sales, identifying three main categories: large accounts, customer life cycle, and named accounts, each requiring different levels of customization. It emphasizes the importance of targeted approaches for effective account management in B2B marketing. Additionally, it highlights the significance of account-based marketing and selling as essential practices for sales teams.

1. HOW TO SEGMENT YOUR ACCOUNTS IN
ACCOUNT-BASED SALES

2. Account based selling
?

3. Segmenting your
accounts
1. Large Account
2. Customer Life Cycle
3. Named Account

4. Large Account
 ONE-TO-ONEtouch method.
 Only a fewpeople from your team
should pursue this account with
complete focus.
 Approach for these accounts
should be highly customized.

5. Customer Life Cycle
 ONE-TO-FEW approach.
 Your team can focus on around 20-40
accounts .
 Approach all these accounts with a
bit of customisation.

6. Named Account
 ONE-TO-MANYapproach.
 Your team can focus on around
50-100 accounts.
 Mass customisation or
personalize by the industry
vertical.

7. Every sales team needs leads -
but the best sales teams know
how to make every lead
count.

8. ■Account-Based Marketing & Account-Based Selling
are the big thing in B2B marketing.
■Just call it Account-Based Alignment

9. How to go about an
Account-Based Alignment strategy ?????............

10. Account-Based Alignment, best in the
business already are

11. www.intandemly.com