Books 80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More  by Perry Marshall (Author), Richard Koch (Foreword)

"80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More" by Perry Marshall applies the powerful 80/20 principle—where roughly 80% of results come from 20% of efforts—to sales and marketing strategies. The book guides entrepreneurs and marketers to identify and focus on the vital few activities, customers, and campaigns that generate the bulk of revenue and profits while cutting out distractions and inefficiencies.

Marshall outlines a practical approach emphasizing identification of your top 20% customers who provide the most value, and tailoring marketing efforts specifically to meet their needs. He covers three key steps to selling anything: generating traffic, converting leads, and optimizing economics (pricing and profitability). The book also includes pricing strategies to maximize returns, such as offering premium products that 20% of the top customers will buy, significantly boosting profits.