Segmentation Quick Reference
Recall key segmentation variables used in sales territory design.
Variables DOPS What does DOPS remind you to inspect? Layering Primary split or scoring input? A variable can be important without being the first ownership split. Geography When is geography a strong primary split? When local relationships, travel, regulation, language, or regional demand generation materially shape selling. If buyers are national and specialized by industry, geography may be a secondary rule. Vertical When is vertical a strong primary split? When buyers in that industry need different proof, references, compliance knowledge, or value messaging. Vertical specialization should be earned by buying-motion evidence. Objection "This account is strategic, so it should be…
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