Gartner Blog Network

Posts from Date:   2020-7

4-Box Alternative to Linear Account Tiering

by Dave Egloff  |  July 20, 2020

Earlier this month, I wrote about customer segmentation and tiering and highlighted how in uncertain or down markets, sales leaders essentially demote some accounts to reduce the cost of sales.  Plus, customer tiering improves sales execution.  However, before looking at sales execution, let’s contrast the linear tiering with the 4-box alternative. Contrasting Tiering Frameworks Linear […]

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Revisiting Customer Segmentation and Tiering

by Dave Egloff  |  July 7, 2020

Back in March 2019, I wrote a blog called Contrasting customer segmentation and customer tiering and said that “if a sales organization is anticipating a downturn, the sales leader can use customer tiering to reduce the cost of sales and improve efficiency.”  Since then, we certainly have faced some financial pressures and uncertainty.  In fact, […]

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