Gartner Blog Network

Posts from Date:   2019-3

Contrasting customer segmentation and customer tiering

by Dave Egloff  |  March 28, 2019

Many sales leaders describe their customer segmentation strategy by discussing how larger customers get more resources.  While this is a viable approach, it’s more akin to customer tiering as opposed to segmentation.  Segmentation and tiering have commonalities but should be seen as distinct strategies. Customer segmentation Segmentation is the process of creating homogeneous customer groupings.  […]

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The Sales Strategy and Design Journey

by Dave Egloff  |  March 12, 2019

Chief Sales Officers have more access and transparency to sales pipeline, seller performance, and customer data than ever before.  This isn’t a new phenomenon.  It’s the result of better systems, data mindfulness and intellectual curiosity. While some organizations have made more progress than others, all are on this journey to leverage the data collected.  For […]

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