Sales professionals would do well to observe what Seth and Church of the Customer have to say about "your 1%" of customers that you might want to focus on.
1% sounds like such a small, insignificant number, doesn't it? But do the math: If 1% of your current customers made an additional average sales purchase every month, what kind of impact would that make to your bottom line? Go ahead and figure it out. It will astound you (or depress you, once you see how much money you're missing out on).
Now, here's a sales gut check: How much are you focusing on your current customers as a source for future business? As Seth Godin says in his thoughts, "that tiny slice may very well be the difference between success and failure."
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