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80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More

4.23  ·  Rating details ·  1,548 ratings  ·  119 reviews
Guided by famed marketing consultant and best-selling author Perry Marshall, sales and marketing professionals save 80 percent of their time and money by zeroing in on the right 20 percent of their market — then apply 80/202 and 80/203 to gain 10X, even 100X the success. With a powerful 80/20 software tool (online, included with the book), sellers and marketers uncover how ...more
Paperback, 240 pages
Published August 13th 2013 by Entrepreneur Press (first published January 1st 2013)
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 ·  1,548 ratings  ·  119 reviews

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Sep 27, 2013 rated it it was ok
not sure why people rate it so high. i expected something different

here is a sum up :
80 % of your sales come from 20% of all your customers
80% of your results come from 20% of your work

for all the bs you dont wanna do get a assistant so you can concentrate on your high profit work

the good parts are where he actually talks about email marketing and google adwords but if you are interested in those topics get a diff book

he said it himself in the book 80% of his book is useless and can be skipped

Aug 09, 2017 rated it really liked it  ·  review of another edition
Recommends it for: business owners, marketers, salespeople
Recommended to C by: Agency Advantage podcast
This book applies the 80/20 (Pareto) Principle to sales and marketing, showing how to exponentially amplify results by focusing your efforts on the most important 20%, iteratively. It's a good mix of theory and application. Read it if you want to do more with less in your business.

Google AdWords is mentioned frequently due to the author's experience, but the principles can be applied to many forms of online and offline marketing.

I read this because it was recommended on the Agency Advantage podc
Yernar J
Aug 09, 2019 rated it really liked it
This book applies the Pareto principle to sales and marketing. It has good practical implications. Marketing takes up a bit of my time right now, so I have gathered note as follows:

* 80/20 applies to many many things, maybe not in the exact number 80/20, but the pattern is the same; most commonly, 80% of revenues come from 20% of customers.
* 80/20 is a fractal rule meaning that it can be applied over and over by “zooming in” on the top 20%, again & again:
* 80% of profits come from 20% of custome
DeAnna Knippling
Dec 07, 2019 rated it liked it
How to start applying the 80/20 or Pareto principle to your business.

When this was useful, this was very very useful. And then there were entire sections that were infomercials for some other product or service, which--because the author had already explained how he likes to cause anxiety in his customers, then promise to solve their problems--were just kind of upsetting as the author toyed with my emotions to try draw me further in. The fact that the book ended with irrelevant discursions about
Nov 05, 2018 rated it liked it
This book goes in deep detail about how to really generate the traffic or sales you need. It was a little too in-depth for me but it had great chapter synapses.
Dec 28, 2021 rated it liked it
Makes a great solid point with 80 20, I will run through some exercises to solidify the concept for myself. But also a very aggressive marketing book in general:)
Mark Manderson
May 12, 2015 rated it liked it
Has a few great points such as racking the Shotgun which is extremely helpful. Shows how to split test and importance of one or two sentences can boost sales 80% and why it's important to focus on your top 20% of customers. The top thing I took from it is to offer an expensive product as a small percentage will pay a premium for high value. By adding that one additional service, dales increase by a large margin. Definitely will keep in my library for reference. ...more
Ryan Klein
Aug 16, 2020 rated it it was ok
The irony really is that 80% of this book is either off-based anecdotes, regurgitation from his Google Ads books (which he is insanely biased about being the most important form of internet advertising), or more like work/life balance instead of actual sales and marketing.
Mikhail Konstantinov
Oct 15, 2017 rated it it was amazing
Great book, use some principles thru my life.
Kelly Reid
Nov 20, 2015 rated it it was amazing

Distilled Concepts

Every system is governed by fractal power laws. Within any system, the majority of value (however defined) is not spread evenly across all members of that system. It is also fractal in nature, which means that it is scale-invariant and thus repeatable. Within each “most valuable” subset lies another, similarly proportioned disproportion of value.

This book demonstrates that when digging 2 or 3 (or more) layers deep into the “FPL” (Fractal Power Law) distribution, hyper-valuable
Jun 01, 2020 rated it really liked it
Shout out to Brandon Turner from bigger pockets 4 randomly reccomemd this book on his you tube channel. Perry, a Christian failed his way to the top of the business food chain and in doing so learned from the 80 20 law and applied it to every angle of his life. You don't get rich cleaning your own toilet's you get rich because someone else cleans your toilets for you.

"Takeaways" my 👂 picked up on.... ⬇️

A fifth of our customers are responsible for 4/5 of our Profits
My mind lit on fire
8020 applie
Jun 20, 2021 rated it liked it
Shelves: business
I’m going through various sales and marketing books, as I’ve found myself in such a role in order to grow the company. This book follows the theme of others I’ve come across: Interesting tidbits and a whole lot of selling of the author’s high priced products.

Here, the author, being an engineer, marvels at the application of the 80/20 rule. In human endeavors this rule is pretty consistent. The author then extends this to mean that its turtles all the way down. ie fractal. ie within the 20%, the
Mitchell A. Russo
This book is The Matrix for business owners

We all know with the 80/20 principle is, but we all got it wrong. Just like you I thought 80/20 was all about getting 80% of your business from 20% of your clients. Turns out I was only partially right. In less than an hour of studying this book, Perry Marshall explains the hologram and the fractal thinking behind the 80/20 curve.

Now that I finished my first pass through this book, I already understand how to generate 14% of my profits and 21% more reve
Tomas Liutvinas
Oct 28, 2018 rated it did not like it
I've never written a negative review on a book before, but this fucking book is really inspirational.

To start off it's a well-written book with certain valuable concepts and information, it is definitely not useless. But the way it is written it should be free.

This is a ~200-page long advertisement written by a salesman to sell more products with some value content sprinkled in. This should be a free youtube video series at best.

Well, the w
Stan Skrabut
Nov 03, 2019 rated it it was amazing
80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More is my continued exploration into the 80/20 principle also known as Pareto’s Principle. 80/20 Sales and Marketing is written by Perry Marshall who also wrote the  Ultimate Guide to Google Adwords . I was very pleased with that book and I was eager to read what he wrote on this topic because it touched on the 80/20 principle in the Adwords book. I have to say, I was not disappointed. Read more ...more
Sep 12, 2017 rated it really liked it
Shelves: business
In my earlier review, I said that the 80/20 principle could be easily applied to a wide variety of functions. Probably the place that could most greatly benefit from 80/20 is sales effort. Almost all of sales effort, in my personal experience, is wasted time. Cold calling is an ancient practice that would benefit sales people and customers alike if it went away entirely.

The advertising optimization, customer segmentation, and business operation advice within is sound. If you're a salesperson, yo
Jan 01, 2018 rated it it was amazing
Here’s my 80/20 review, 80% positive, 20% for improvements

1. Emphasis on tactics with Google AdWords, Perry Marshall write the definitive guide to Google AdWords (definitely on my to read list)
2. More emphasis on business management and marketing, especially useful for entrepreneurs
3. Applies the 80/20 rule to life in general as opposed to just marketing and sales
4. Offers valuable tools such as Hoover’s and websites to successful apply to and curate your top customers and best practices

Feb 13, 2021 rated it really liked it
I'm totally fascinated by the 80/20 rules after reading this book. I will definitely read this book again in the future.

Everyone should read this book. You don't have to be in sales or marketing to read because 80/20 applies to life too.

80/20 is every where. It is a universal law. 80% of X comes from 20% of Y.

20% of the road carries 80% of traffic.
20% of customers or products generates 80% of your revenue.
20% of your effort or time produces 80% of your results.

Find the 80/20 in life and business
Nov 18, 2021 rated it it was ok
Shelves: marketing
This is a very inconsistent book, after reading which I still have mixed feelings. It starts as a guide to marketers and sales but the only advice given was about becoming an expert in local circles instead of doing cold calling. Then the author suddenly starts talking about entrepreneurship, hiring help, firing employees, running ads...it's all such a random mess in a book. One small chapter with loud title changes another bringing no value at all. Conclusions and applications of Pareto princip ...more
Feb 11, 2020 rated it really liked it
Shelves: business
Vital principle to know, especially in my field. I do wonder if the book could have been more summarised, and also, that you can find 80/20 everywhere - if you try and find it. For example, there is 80/20 in the income of Forbes 500 top earners, but is there 80/20 in how many hairs they have on their head?

I start doubting the principle as being so accurate when at the end he writes "This one is like 60/40, and this one 75/25, and this one 99/1" - I mean, you are just saying that you can move the
Andrea Angella
Feb 16, 2021 rated it liked it
- Your product need to provide 10 times the cost you are charging for it.
- Sell results, not procedures. Guarantee better results.
- Paid Ads beat cold calling any day
- The most important thing to consider in marketing is thinking backward from your customer's point of view.
- Problem / Agitate / Solve formula
- Massive actions without a strategy only create more problems
- Fire the bottom 10%
- 20% of the people will spend 4 times the money
- 4% of the people will spend 16 times the money
- Tool: http
Justin Aquino
Jul 27, 2017 rated it it was amazing  ·  review of another edition
Shelves: studies
Very usefull if you have the Challenge of teaching Statistics to your Sales Team and Employees. I come from an Emerging Market Company and Knowledge and Sciences are not valued so anything that helps sell basic education is appreciated.
The key take aways of this book is easy to grasp if you are already studying Sales and marketing management, this book is for the REST of your company who have no patience to understand and appreciate how Analysis will make their lives easier.
David Guzmán Ramos
Oct 26, 2019 rated it it was amazing
Excellent book about not only the way to optimize your marketing, but also powerful insights of how to use the 80/20 rule to all your life: hiring people, poverty, your business, time, etc. It teaches you the importance of a niche in a business and the importance of raising value of your time and leaving the rest for anyone else to do it. I recommended for everyone interested in optimizing time and learning about digital marketing.
Nov 24, 2019 rated it really liked it
Initially I rated this book 5 stars. It's a very useful collection of tools that marketers and business owners can use.

Upon reflection I have given it 4 stars. It comes across as a sales pitch and the book is being used as a 'racking of the shotgun'. Bit dirty to claim to include $75 worth of free tools and hide it behind an email wall.

You should expect to be bombarded with emails as well once you've 'signed up' to use any of the tools provided.
Vincent P
Dec 31, 2017 rated it it was amazing  ·  review of another edition
I've always been a big fan of Perry Marshall's. This book is one of the BEST books on sales and marketing I've come across.

This is one of those books that I keep at hand and refer to regularly because it really opened my eyes to what to focus on in our sales and marketing.

If you run your own business and/or in sales and marketing then this is a MUST read book.
Andrea Serri
Jun 20, 2018 rated it it was ok
Shelves: marketing
The Book started well with an interesting concept (which is the mental model of Pareto distribution)
then became a "google advertising is important!" book, then if you count the continuos plugs for the "free" materials online (baits or "racking the shotgun") you don't get much more value out of that.
Frank C Jones
Mar 08, 2020 rated it really liked it
By now, this has been shared so frequently that you have likely heard about the 80/20 rule without having read this book or knowing about The Pareto Principle. The author goes into great detail explaining how this ratio is found in various places. He also dives into the fractal nature of this ratio which leads to 64:4 and 52:0.8.
Natalie Van Rensburg
Some really golden nuggets in this book

Definitely a recommended read. It would be a 5/5 for me but some of the book I would never be able to apply. That being said I learned so much from this book and it has been a great conversation pierce and thought provoking for my business
Jeromie Roberts
Jul 08, 2017 rated it it was amazing  ·  review of another edition
Great book

Before finishing, we put our years sales volume on a bar chart and plugged numbers into the 8020 curve online chart. They were so close,it is eerie.

Read the book, implement changes, grow.
Jerry Levin
Jul 14, 2017 rated it it was amazing  ·  review of another edition
Valuable for everyone; a GOLD MINE for anyone in business

Loved the numerous examples and different ways to apply the basic principles. The online tools are great. Read it, think about it, re-read it. Take notes.
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Perry Marshall is endorsed in FORBES and INC Magazine and is one of the most expensive business consultants in the world. Clients in 300 industries value his capacity to integrate sales, technology, art and psychology.

He founded the $10 million Evolution 2.0 Prize, staffed by judges from Harvard, Oxford and MIT. He aims to solve the #1 mystery in Artificial Intelligence and the origin of life itse

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“1. No cold calling. Ever. You should attempt to sell only to warm leads. 2. Before you try to sell anything, you must know how much you’re willing to pay to get a new customer. 3. A prospect who “finds” you first is more likely to buy from you than if you find him. 4. You will dramatically enhance your credibility as a salesperson by authoring, speaking, and publishing quality information. 5. Generate leads with information about solving problems, not information about the product itself. 6. You can attain the best negotiating position with customers only when your marketing generates “deal flow” that exceeds your capacity. 7. The most valuable asset you can own is a well-maintained customer database, because people who’ve already bought from you are way easier to sell to than strangers.” 1 likes
“80/20 says 80 percent of your results come from 20 percent of your efforts, and 20 percent of your results come from the other 80 percent.” 0 likes
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