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'Rack the Shotgun': Using the 80/20 Rule to Identify Your Best Customers In this video, sales expert Perry Marshall uses a colorful story to explain how the 80/20 rule applies to zeroing in on the customers who are most profitable to your business.

By Jason Fell

Opinions expressed by Entrepreneur contributors are their own.

As it applies to sales and marketing, the 80/20 rule says that about 80 percent of your sales come from only about 20 percent of your customers.

Good to know. But how can entrepreneurs and other professionals who manage sales identify and really focus on that profitable 20 percent of customers?

In this video, sales expert Perry Marshall tells a colorful story illustrating how the 80/20 rule applies to sales and identifying customers.

It's a process he calls "racking the shotgun." To find out what he means, watch the video above.

Related:

The 80/20 Rule and How to Supercharge Your Sales and Marketing

80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More (Related Book)

Jason Fell

VP, Native Content

Jason Fell is the VP of Native Content, managing the Entrepreneur Partner Studio, which creates dynamic and compelling content for our partners. He previously served as Entrepreneur.com's managing editor and as the technology editor prior to that.

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