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Marketing / 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)

 

4 Ways to Evolve Your Content Marketing Strategy