Medium is Beautiful

Tuesday, March 25th, 2008

Who are your best customers? It’s a question I often ask my clients. And the answers I most often get are either “the big ones” or “the small ones”.
In fact, because I have a ton of experience in selling to large companies, I’m often asked for my advice on how to “land a whale” or [...]

Challenging the 80:20 Rule

Wednesday, March 5th, 2008

It’s probably the best-known and most-repeated rule in sales: 80% of your sales come from 20% of your customers. The implication is that you should focus the majority of your sales efforts on those 20% to maximise your returns.
But it’s also the most misunderstood and misused rule in sales. Slavishly following the 80:20 rule could [...]