Wilfredo Pareto discovered the 80/20 rule when he wanted to determine who owned all the lands in Italy in the 18th century. He found out that 80% of the lands holdings were owned by just 20% of the families. As he continued his research he soon discovered that many things fit that profile.

Applying The 80/20 Rules For Sales

So how do we apply the 80/20 rules for sales?… Read More

I regularly work with small business owners who are so focused on growing their customer base that they ignore their existing customers.

Existing Customers Are More Profitable

What most don’t realize is that existing customers are far more profitable than new customers. In fact, it can cost you 5 to 10 times more to get a new customer than it does to service an existing customer.… Read More

 

As business owners, we sometimes forget that every employee can have an impact on sales in our organizations. (TWEET THIS)

For example is the shipper receiver courteous to all who present themselves at the loading dock? Do those customers have a pleasant experience that reflects favorably on your organization? There’s nothing worse than going through the sales process only to drop the ball at the last step.… Read More