What You Should Do About “The 80%”

What You Should Do About “The 80%”

Wed, Jul 8, 2020 | Posted by Kimberly Miller

Co-Authored by Kimberly Miller, CMO, Chief Outsiders and Chris Dohl, President, The Alias Group

The conventional wisdom of the 80/20 rule is that 80% of your company sales come from 20% of your customers. If you believe that, then you might believe that those top 20% of customers would guarantee success. And from an operational standpoint, maybe the 80/20 rule could turn into the 20/80 rule, meaning that those 20% of customers should take up 80% of your sales team’s efforts.

Now more than ever, businesses should be appreciative of their entire customer base—not just the top 20%. The 2020 coronavirus lockdown has shown us that diversity in service and product offerings and diversity in clients and prospects helps any business weather the storm.

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