80% of your sales results come from 20% of your effort.

Here are 7 ways to apply the 80/20 principle in sales:

1. Narrow down your account targeting.
↳ Focus on the 20% of accounts that will bring 80% of revenue.
↳ Fewer accounts means more focus, and better results.

2. Don’t spend too much time on research.
↳ 20% of data points will drive 80% of relevancy.
↳ Focus on recent trigger events with high business impact.

3. Build strong problem statements.
↳ 20% of problems you solve will bring 80% of the impact.
↳ Obsess over describing these problems in triggering detail.

4. Rehearse objection rebuttals.
↳ 20% of objections appear in 80% of your conversations.
↳ Build strong rebuttals for classics, such as “Not interested”

5. Follow a discovery best practice.
↳ 20% of questions will bring 80% of insights you need.
↳ A/B test questions and keep a log of the best ones to reuse.

6. Demo your strongest features.
↳ 20% of features create 80% of customer value.
↳ Start every demo with your #1 differentiator (wow effect).

7. Focus on activities that drive the needle.
↳ 80% of results can be achieved in 20% of your time.
↳ Focus on creating & progressing pipeline. Everything else is noise.

The key to success in sales is focus + taking massive action.

Don’t fall victim to distraction & perfectionism.

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