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Top Market Strategy by Elizabeth Rush Kruger

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Foreword

Top Market Strategy: Applying the 80/20 Rule is a valuable tool for entrepreneurs and business managers who need a practical way to improve profit by replicating their best customers. I speak from my experiences as a regional manager for a large national organization and as an entrepreneur. Throughout my years of selling and servicing insurance, the results were exactly as Dr. Kruger predicts in her book. In both the large and small businesses, 80% of our revenue and business profit came from the top 20% of our customers.

As a result, we decided to personally service the top 20% of our customers and to automate services with the bottom 80% of our customers. Since our sales force now services only the top 20% of their previous book of ...

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