The 80/20 Salesman — Audiobook

The 80/20 Salesman
Stop Chasing Everyone. Sell Where the Money Is.

Nobody on your sales floor is lazy. They are aimed at the wrong customers. Ride along with an outside salesperson for a week and count the hours. Forty-five worked. Twenty-two in front of a customer. Two of those with a customer the company would have chosen. The week was not built by the man. It was built by the company, and nobody was watching when it was built. In The 80/20 Salesman, Bill Canady takes the arithmetic that runs his companies - twenty percent of the customers, eighty percent of the money - and puts it in the salesman's chair. Rank the accounts. Price the hours. Draw the Fort around the customers who pay for everything, and cover the rest by design instead of by drive time. You will learn to find where the money is with one report and a pencil, run the Scan so no Fort account goes a season unseen, fill the blank cells - the products your best customers buy from somebody else - and lead the selling week by data, without scolding. Written for sales leaders, owners, and the people who carry the bag, this book replaces the reactive week with a designed one. The customers who matter get the hours. Everyone else gets a system.

Audiobook by Bill Canady, narrated using a digitally recreated version of his voice.

Includes a separate visual companion PDF for the figures, tables and reference material in the narration. The paid fillable Field Guide is a separate product.

After checkout, BookFunnel emails your audiobook and visual companion access links. Listen in the BookFunnel app or your browser, or download DRM-free MP3 files. Digital edition; no physical item will be shipped.