Marketing Edge

'Rack the Shotgun': Using the 80/20 Rule to Identify Your Best Customers

Entrepreneur Staff
Director of the Entrepreneur Partner Studio
4 min read

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)

 

More from Entrepreneur

Are paying too much for business insurance? Do you have critical gaps in your coverage? Trust Entrepreneur to help you find out.
Get Your Quote Now

Whether you are launching or growing a business, we have all the business tools you need to take your business to the next level, in one place.
Enroll Now

In as little as seven months, the Entrepreneur Authors program will turn your ideas and expertise into a professionally presented book.
Apply Now

Latest on Entrepreneur

My Queue

There are no Videos in your queue.

Click on the Add to next to any video to save to your queue.

There are no Articles in your queue.

Click on the Add to next to any article to save to your queue.

There are no Podcasts in your queue.

Click on the Add to next to any podcast episode to save to your queue.

You're not following any authors.

Click the Follow button on any author page to keep up with the latest content from your favorite authors.