Mad Mobile Blog How to Sell More to (and Through) your Top Customers

For many retailers, as with businesses in a number of other industries, a disproportionately large amount of revenues comes from a small number of customers. The Pareto Principle, more commonly referred to as the 80/20 rule, tells us that as many as 80% of a business' sales are frequently derived from as few as 20% of its customers. This means that neglecting that small group of key customers can have catastrophic consequences for the business. It also means that having a narrow focus on the right customers can yield great results will well-focused efforts.