Sales Account Segmentation
by mbfinotti1ef68881b2edMITListed Oct 8, 2026Updated Oct 8, 2026Repository updated 3 weeks ago
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).
- 1ef68881b2edCurrentcommit 1ef6888Published Oct 8, 2026
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License: MIT
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