Length5h 16m
About this audiobook
Nobody on your sales floor is lazy. They are aimed at the wrong customers. Ride along with an outside salesperson for a week and count the hours. Forty-five worked. Twenty-two in front of a customer. Two of those with a customer the company would have chosen. The week was not built by the man. It was built by the company, and nobody was watching when it was built. In The 80/20 Salesman, Bill Canady takes the arithmetic that runs his companies - twenty percent of the customers, eighty percent of the money - and puts it in the salesman's chair. Rank the accounts. Price the hours. Draw the Fort around the customers who pay for everything, and cover the rest by design instead of by drive time.
This audiobook is narrated using a digitally recreated version of Bill Canady’s voice.
Audiobook details
GenreBusiness and Economics
Length5 hrs 16 mins
Narrated byRecorded Track
FormatAudiobook
Publish dateOct 14, 2026
LanguageEnglish
Table of contents
1The Eighty-Twenty Salesman
2Dedication
3How to Read This Book
4A Note on the Numbers and the Names
5The People in This Story
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6Part One: Where the Money Is. Chapter One: Everybody Knows
7Chapter Two: Reactive Is a Design Decision
8Chapter Three: Where Does the Time Go?
9Chapter Four: The Quad, from the Salesman’s Chair
10Chapter Five: Earn the Right to Grow the Account
11Part Two: The Fort. Chapter Six: Defend and Grow
12Chapter Seven: The Scan
13Chapter Eight: The Blank-Cell Map
14Chapter Nine: Be Brief, Be Critical, Be Brilliant, Be Gone
15Chapter Ten: The Whole Account
16Part Three: The Trivial Many. Chapter Eleven: Yes, But
17Chapter Twelve: Coverage Is a Design, Not a Headcount
18Part Four: Leadership Is the System. Chapter Thirteen: By Data Be Driven
19Chapter Fourteen: No Scolding
20Chapter Fifteen: The First 100 Days
21Chapter Sixteen: The Eighty-Twenty Salesman
22Quick Start
23Acknowledgments
24About the Author
25Continue the Work
26This has been The Eighty-Twenty Salesman
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