Brian W. Sullivan, co-author of SANDLER ENTERPRISE SELLING:  Winning, Growing, And Retaining Major Accounts

In selling, we all work with logical groupings of our accounts, both clients and prospects, to add clarity to our sales and service efforts. For example, we group by industry, account size, geography, and commercial vs. public sector. We create these groupings to be more effective and efficient in our efforts to win business and expand accounts.