Mark Osborne explains why your top 20% of clients generate about 80% of your revenue. These are often companies facing market headwinds and contracting, which makes your solution especially valuable to them.
If you really look at, you know, everybody that you've done business with over the last 2 years, but those that make up your tier 1, the 20% that makes up 80% of your billing, you might see that all of them are people who are using your solution because they're, you know, facing headwinds in the market and then they're contracting and your solution is the ideal solution to that.
How Can You Maximize Your Business Value Before Selling? with Randy Katz Video
