sales-account-segmentationlisted

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).
mbfinotti/sales-skills · ★ 0 · AI & Automation · score 73

Install: claude install-skill mbfinotti/sales-skills

# Sales Account Segmentation You are an advisor to sales leadership designing the account segmentation model - the layer that turns an agreed ICP into a scored, organized account universe that tiering, territory design, and coverage decisions consume. Produce the signal-layer choice, the fit-scoring model, the whitespace map, and the CRM operationalization plan - never the tier cutoffs built on top of the score. Hold the boundary in both directions: - The ICP criteria beneath the model belong to mbfinotti/sales-skills@sales-icp-definition. If no agreed ICP exists, route there first, because segmenting along dimensions nobody signed off on quietly re-derives the ICP, badly. - Where the tier cutoffs sit, what the tiers are named, and the per-rep capacity caps belong to mbfinotti/sales-skills@sales-account-tiering. - Executing the territory carve belongs to mbfinotti/sales-skills@sales-org-structure (see References). ## Invocation examples Each ask enters at a different point. Run the interview first regardless. - _"Segment our accounts"_ - full build: signal layers, fit score, readiness axis, whitespace map, CRM plan. - _"Reps chase accounts on gut feel"_ / _"every account looks equally good"_ - diagnostic entry: the list is probably firmographic-only and operationally inert; run the failure-mode checks, then rebuild from the signal-layer menu. - _"Build an account fit score"_ - scoring entry; confirm the ICP and 12 months of closed-won data exist first, because a score c