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Sequoia Segmentation Analysis
Selling is a science and an art. The science is mathematics and is the foundation
of many important decisions and processes in your business. None of those
decisions are more fundamental than determining which clients you should spend
your time with. Having a mathematical process for segmenting your clients is
both an efficient and objective way to answer those two questions while also
gaining insight to building future business.
Instructions
Preparing the Analysis
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Name the report in the “Enter Report Name” field
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Select the appropriate date range for the data you are going to analyze
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Select a report type. This is the numeric value that you are using for the
segmentation
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Select currency type
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Click on Upload Spread Sheet
Uploading Spread Sheets
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Select the data file. Note: All data must meet the falling conditions to run the
analysis
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Format = Microsoft Excel file
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Column labels need to be the first row of the worksheet (remove all headers)
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Column with Sales, AUM or Premium must have numeric data
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Any totals must be removed if they exist (i.e. summary data row at the end of
the column)
Matching Data
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Assign the Client Last Name, First Name, Firm (if applicable) and Sales / AUM /
Premium data to the appropriate column in the spreadsheet
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Click on “View Selected Columns” to verify that you have matched up the
appropriate data
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Select “Process Report” to complete the segmentation analysis
Legal Agreement
The Sequoia Segmentation tool is licensed to the
individual subscriber or user only. Duplication or distribution by any means,
including email, disk, photocopy and recording, to a person other than the
original purchaser is a violation of international copyright law. While Sequoia
has made every effort to verify the information and calculations, neither
Sequoia or its employees assumes any responsibility for errors in, omissions
from or different interpretation of the subject matter. This information may be
subject to varying laws and practices in different areas, states and countries.
The subscriber or user assumes all responsibility for use of the information.
Sequoia, its employees and business affiliates shall in no event be held liable
to any party for any damages arising directly or indirectly from any use of this
material. Every effort has been made to accurately represent this product and
its potential and there is no guarantee that you will earn any money using this
tool or techniques.