Grow Incremental Sales by Targeting Middle 60 Customers

Download the Guide for How to Cost-Effectively Capture the Most from Small- to Mid-Sized Customers.



For many B2B businesses, buying patterns look a little like this: your top buyers, those responsible for 80% only make up about 20% of your total buyers. This means a striking 80% of your buyers only bring you 20% of your revenue.

In some cases it’s even more extreme, with some companies experiencing a 90%-10% or 95%-5% split. If this is the case and your growth strategy includes incremental sales growth, your highest potential for growth might come from targeting what we call your middle 60%.

Download our eBook to learn more about your middle 60% and and what you can do to target them and achieve an increase in upwards of $12 million revenue.

You’ll Learn:move your middle 60%

  • Who are your middle 60% customers and why you should pay attention to them?
  • Strategies and tactics to use while targeting this group
  • Successes companies have had in middle 60% customer campaigns