t f o elopmen Putting your t Based v oun c art 7c accounts into tiers P The WHO ASales De Not all accounts are the same. So you’ll also need to organize your target accounts into tiers, based on how valuable they might be (and how Aim high much research and personalization will go into The Bridge Group clusters target C: Compelling Events: Companies each one). accounts into four buckets: in which a need is created suddenly by a trigger event. We’ll cover this in more depth in the Research A: A-List Accounts: The named or section (page 53), but for now, just think about strategic accounts on your dream D: Dead Ends: Companies that can’t how you might split your target accounts into client list. The deals that can change or won’t buy from you. tiers, applying a different treatment strategy your company. to each tier: The Bridge Group advises focusing your B: Bread & Butter: Your sweet spot outbound SDRs on the A list and let the customers. There may be too many inbound team focus on B. 5–50 accounts to identify by name (there may (To us, a case can be made for adding Classic ("tens") be thousands), but you can do it C accounts into the SD list if they meet by characteristics. core criteria.) Lite 50–1,000 accounts ("hundreds") Hybrid 1,000+ accounts ("thousands") At Engagio, we advocate using a version of Account Based Sales Development for all tiers, not just the top. 36