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80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More
 
 

80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More [Kindle Edition]

Perry Marshall , Richard Koch
4.8 out of 5 stars  See all reviews (13 customer reviews)

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Review

Perry Marshall is a sales and marketing ninja. Read this book, apply the lessons, and slice your way to victory. -Chris Guillebeau, New York Times bestselling Author, The $100 Startup Perry Marshall is the Gene Schwartz of the 21st century. Schwartz's book, Breakthrough Advertising, is every bit as current as the first day it rolled off the press in 1966. Perry's work is like that. Perry has consulted with the best marketers on the planet for over a decade. He combines the attributes of the most calculated engineer with the artistry of a poet. He delivers the deepest dive into the "80/20 Principle" you've ever taken, as it applies to copywriting, buying traffic, scaling traffic, dominating markets, and sales conversion. 80/20 is not a rule of thumb; it's a law of nature and a way of life. If you are not following Perry's formula, you are leaving millions on the table. -Brian Kurtz, Executive Vice President, Boardroom Inc. Perry has been THE go-to wizard for using Google Adwords as the mega-valuable tool for entrepreneurs it was meant to be, and I recommend his materials without hesitation. Without his insights and advice on pay-per-click, I can't even imagine where many successful online business owners (in literally hundreds of industries) would be right now. Deservedly, Perry's now stepped into the mainstream and is no longer the best-kept secret of niche entrepreneurs. The unique tools in this book are game-changers for anyone looking to take their business to the next level. -John Carlton, Legendary Copywriter and President, Marketing Rebel Inc. Perry Marshall's teaching on 80/20 was so riveting I cancelled my appointments for the afternoon and read the entire manuscript. It is a gold mine in insight and depth. I am still processing it! -Lance Wallnau, President, Lance Learning Group Very often, the most powerful ideas in the world are laying around in plain sight unappreciated, poorly understood, and unused. One such idea was Google's AdWords system. It may be hard to believe now, but for many long months after it was released, this ingenious new approach to advertising --which now amounts to about about 90% of Google's prodigious income --was dismissed by the pay-per-click advertising experts of the time. The Pareto Principle is another idea that contains incredible, but largely untapped power. Many have heard of it, usually as the 80/20 Rule, but until recent years it was one of those 'so what?' factoids that most people fail to appreciate let alone do anything with. Amazingly, the same guy who first sorted out how to use Google AdWord's profitably, is the very same guy who has breathed fresh life into this most productive of mathematical insights. If you are a marketer or business owner, or anyone who wants to be more successful in this world, wrapping your head about the 80/20 Rule as it is explained by Perry Marshall will be the single most effective thing you can do all year, any year. -Ken McCarthy, CEO, Amacord, and Founder,The System Seminar for Internet Marketing Every once in a while, a book arrives that seems to speak the right message at the perfect time. 80/20 Sales and Marketing is one of those books, and one that will prove to be a milestone in the marketing canon. I hadn't finished the first few pages before I knew beyond doubt that I was reading something that would be extremely significant for my business, and my life. I barely blinked before I was halfway through! Perry Marshall has delivered a work of simple genius. He reveals a pattern that is so woven into natural law that, when you open your eyes to it, you'll see it all around you. Leaving no stone unturned, he then takes you by the hand through a complete business master class, covering marketing, personal effectiveness, time management, advertising, cash flow, hiring, firing, loving the work you do, and making a real difference. I can safely guarantee that 20% of this book will take your success to the next level, and within that just a few gems will skyrocket you to another place completely. -Ben Hunt, Author, Convert!: Designing Web Sites to Increase Traffic and Conversion Perry's 80/20 course was of those pesky life-changing experiences. Now I'm heading off to go do it. -Randall Ingermanson, Author, Writing Fiction for Dummies You will be stunned how scary accurate the Marketing DNA Test is. - Brad Richdale, Legendary Writer, Director, Producer, and Direct Marketer We have started using the DNA test on all candidates we interview, and it seems to be remarkably accurate and insightful. I say this with some qualification, having taken assessments by DIVINE and a DISC profile not too long ago. MarketingDNA stands with the big boys! -Hans Riemer, President, Market Vantage, LLC When I was a kid, my favorite board game was Chutes and Ladders. I loved it when I landed at the foot of a ladder and could take a short cut to victory. Reading 80/20 Sales and Marketing gives me the same feeling. Though Perry and the rest of us look at the same world, he sees the hidden order of things--the ladders to success that almost nobody recognizes. He's taken the 80/20 Principle farther than it's ever been taken before, and shares tools so powerful that I challenge anyone to implement these insights and not quintuple their business within two years. -Howard Jacobson, Author, Google AdWords for Dummies There are a lot of smart marketing gurus out there. At one time or another, I've been on most of their email lists and spent five figures on their products. But, if I had to choose just one to listen to, it'd be Perry. If you only pay attention to Perry Marshall when it comes to AdWords, you are missing the boat. From copywriting to conversions to email auto responders and much more, Perry has proven himself to be one of the most astute direct marketers and business strategists, online or offline, around today. -Adam Kreitman, Words That Click, CrazyEgg.com The fact that I have my own TV show in Poland is directly connected with Perry Marshall's 80/20 Productivity Express. -Gregory Mogilevsky, TV Host, "Biznes w Sieci" ("Business in the Net") on TVN CNBC in Poland, Warszawa, Poland I took Perry's 80/20 course last year and had the most productive year of my life. No exaggeration. -Michael Arnold, President,The Natural Fertility Experts Ltd, London, UK As of today for 2013, my client base is down 23%; revenue is up 43%. It's like I was in second gear for a year, and now I'm in fourth. More speed, less RPM. -Adam Libman, Libman Tax Strategy I bought the Perry Marshall marketing system quite a few years back, his book, Ultimate Guide to Google AdWords, white papers course, and a few other very useful courses and seminars and implemented them. I went from working all the time and killing myself to all of a sudden making more money, starting a second and third business and having a huge amount of time off when I wanted to! I still do a lot of work, but on my terms now. -Jade Sullivan, Access Trading I'm a productivity junkie, and I've done just about every book, training, or system, from Stephen Covey to David Allen. Perry's course has been some of the best teaching on this subject I've ever experienced. In the first session, I reclaimed an extra hour per day; by the third session, I totally revolutionized how I run my business. I was too busy to take it. Ha ha--I took it anyway. Cut my average workweek by about 20 hours and more than doubled, almost tripled, my income. Brought on two major, six-figure clients. Have two more knocking at my door right now. Literally booked solid. Fully on track to clear $1 million in revenue for this year. Made room for me to become a major contributor in my church, but not the way you think. Yes, we give money, but what I'm speaking about is the fact that I've been free to lead financial peace classes and be available in other ways, for my church. Stopped doing things that I was good at, but that were not the highest use of my time-- a major leverage point. -Ray Edwards, Founder & CEO, Ray Edwards International, Inc.

Product Description

Stop "Just Getting By"... Master the 80/20 Rule And Make More Money Without More Work.

When you know how to walk into any situation and see the 80/20's, you can solve almost ANY conversion problem.

Any traffic problem.

Any money problem.


"If you don't know who Perry Marshall is--unforgivable. Perry's an honest man in a field rife with charlatans."

- Dan Kennedy, Author, The Ultimate Marketing Plan

If you're a sales and marketing professional, you can save 80 percent of your time and money by zeroing in on the right 20 percent of your market. By page 5 you'll be applying 80/20² and 80/20³ to gain 10X, even 100X the success.

With powerful 80/20 software (online, included with the book), you'll apply the Pareto Principle to:
  • Slash time-wasters (page 117)
  • Locate invisible profit centers in your business (page 31)
  • Advertise to hyper-responsive buyers and avoid tire-kickers (page 93)
  • Gain coveted positions on search engines (page 70)
  • Differentiate yourself from rivals (page 67)
  • Gain esteem in your marketplace (page 154)
Created by famed marketing consultant and best-selling author Perry Marshall, unique tools show you exactly how much money you're leaving on the table, and how to put it back in your pocket - then reinvest for even greater success.

You'll identify untapped markets (page 164), incremental improvements and high-profit opportunities, gaining time and greater income potential.

Easy Read

"It is an easy read...very accessible, short chapters, and actually quite entertaining," says Susan Kruger, Master of Education & founder of SOAR Study Skills. This book is peppered with stories that demonstrate powerful sales principles.

Built for Speed Learning


Specially marked "Pareto Points" help you digest the most valuable 80/20 Rule applications in 1-5 minutes. Each chapter concludes with a Pareto Summary. The book features an online 1-page "80/20 Cheat Sheet."

80/20 = Law of Nature
 
The 80/20 Rule is an inviolable law of nature, which makes it the #1 organizing principle of every business. Perry shows how to laser focus the 80/20 Rule in outsourcing, hiring, publicity, controversy, market research, lead generation, and web traffic; online, offline and social media (page 82). He also shows you how to glean huge insights from tiny clues, not only in your own business but from competitors.

Includes Powerful Online Marketing Tools
 
Supported by online services including The 80/20 Power Curve, which helps you find invisible money, and the Marketing DNA Test, a personal assessment that zeroes in on your natural selling assets, this timeless guide is a game-changer for seasoned and novice marketers
and sellers.

Product details

  • Format: Kindle Edition
  • File Size: 3079 KB
  • Print Length: 258 pages
  • Page Numbers Source ISBN: 1599185059
  • Publisher: Entrepreneur Press (22 July 2013)
  • Sold by: Amazon Media EU S.à r.l.
  • Language: English
  • ASIN: B00CGNRVHE
  • Text-to-Speech: Enabled
  • X-Ray:
  • Average Customer Review: 4.8 out of 5 stars  See all reviews (13 customer reviews)
  • Amazon Bestsellers Rank: #63,226 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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Customer Reviews

4.8 out of 5 stars
4.8 out of 5 stars
Most Helpful Customer Reviews
2 of 2 people found the following review helpful
3.0 out of 5 stars I was disappointed 7 Mar 2014
Format:Kindle Edition|Verified Purchase
I'm on Perry Marshall's email list and it's one of the few that I regularly pay attention to. I also enjoyed his book on Adwords but I was disappointed in this book.

I believe in the 80/20 principle and it's something that I've used for years as a way to help business owners focus on the few things that really matter. I hoped the book would reveal plenty of new concepts to me that I could use with my clients but it didn't.

One of the big ideas is that the 20% that produce the 80% can be further divided. That means that 4% (20% of 20%) of customers can produce 64% (80% of 80%) of revenue. And then divided again and again until there is a tiny number of customers who individually spend a fortune.

If you have a business, does that sound likely to you? Does the 80/20 principle keep doubling up? If not, can it be made to? Can you find customers who will buy an ultra high priced version of your product or service, 10, 100 or even 1,000 times more expensive than normal?

It naturally works in Perry's business as an information marketer and business advisor. The book is a low cost product, recorded courses, live courses and then one to one consulting escalate prices rapidly and naturally provide people who want to trade up. The book at the moment costs £9 for the Kindle version and Perry will have plenty of clients who will pay him 1000 times that £9 (i.e. £9,000) and even much more.

This 80/20 escalation principle will work in some other markets but I don't believe it applies to across the board because brands are often not transportable across vastly different market segments. At a certain price, you'll want to move from a Ford to a Ferrari and so will your customers.

I also know the 80/20 is more generalisation than fact.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Perry has done it again 15 Sep 2013
Format:Paperback
Perry is widely recognised as a Google ads expert, but with this book he clearly shows his apptitude for all aspects of marketing. I particularly like chapter 5 on how to find invisible money! Makes perfect sense but most of us are too tied up with our own methods that leave us exhausted to think like this. This book should be essential reading for anyone in marketing and sales.
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2 of 2 people found the following review helpful
5.0 out of 5 stars Essential reading for sales & marketing people 15 Aug 2013
Format:Kindle Edition
Every year, there are a few books I read that have a profound impact on the way I work. This is one for 2013. An easy read, but a profound look at the fundamental way you structure your work.

If you are busy all day but not earning enough, Perry will show you step by step how to change that.

The biggest take-away for me was the 'five power dis-qualifiers' - how to target only the right customers. I was able to apply this immediately in my business to good effect.
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1 of 1 people found the following review helpful
5.0 out of 5 stars Changed the way I run my business 10 Oct 2013
Format:Kindle Edition
Just a quick note - although the 80/20 principle is fairly familiar to many business people, what Perry has done is apply it in unusual but very effective ways.. This has caused me to think very differently (and decide differently) not only about how I run my own business, but also how I also talk to others about building their own businesses.. Very practical, very interesting, very useful. Thanks Perry.
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7 of 9 people found the following review helpful
5.0 out of 5 stars GREAT READ 7 Sep 2013
Format:Paperback
Perry Marshall is the first author since me and the astonishingly brilliant Tim Ferriss to write a book about the 80/20 principle and he has done a wonderful job. He is an expert on sales and marketing and has brought far more depth to 80/20 sales and marketing than anyone else could. Since selling and marketing and pivotal activities in life today that alone makes this book essential reading for anyone in business.

But there is more. He applies the principle to your daily work life in a different way than I did, and what he says is very powerful. He tells you to outsource everything that is a low value use of your time. He challenges you to say how much an hour of your time is worth - and the answer is, very different for different activities. And what he writes about the "fractal" nature of 80/20 takes that insight to a new level. He is very hot on upselling, because within the top 20% there is always another 20%, and nearly everyone misses the jackpot of selling to the uber-enthusiast at the very top of the power curve. So make sure that you have the very expensive and profitable products that the ultra-valuable customers want to buy. You can't market something if you don't have the right product.

Perry's book made me think and it is written in a bouncy style that really keeps your interest. I recommend the book very highly.
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5.0 out of 5 stars So Many Tips and Strategies 27 April 2014
Format:Kindle Edition|Verified Purchase
There's so much good stuff in here I am very impressed. If I only got 1 chapter for the book price I would be happy. The chapter on rapid market research was my favourite!
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5.0 out of 5 stars Massively Insightful 19 April 2014
Format:Paperback|Verified Purchase
I suggest you read with your own venture always at the back of your mind. Not so much what it is today but what it might become. Be prepared to abandon much of what you're presently doing.

Perry Marshall's work is always valuable, but this one deserves reading at least twice a month and your business will change - for the better
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