Are you running out to bid projects to certain businesses and getting few results. How many profitable deals are you losing because of the time spent trying to work a deal? The 80/20 rule says that 80% of your sales will come from 20% of your clients. You can quickly identify who those 20% are by using sales automation software to see where your hottest leads are and what they’re generating. Rather than losing business by chasing down dead ends focus your best people on your best referral networks.