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Eighty20 Publishing · Business / Sales
Sales
Stop Chasing Everyone. Sell Where the Money Is
Digital editions availableThird on the shelf
Nobody on your sales floor is lazy. They are aimed at the wrong customers. Fourteen instruments to redesign the territory.
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Ebook and fillable Field Guide released . Print forthcoming · November 10, 2026.
About the book
Nobody on your sales floor is lazy. They are aimed at the wrong customers.
Eight o'clock on a Tuesday and the floor sounds wonderful — phones ringing, quotes moving, a good man walking a maintenance supervisor through a cross-reference from memory. Pull the call log against the customer file and four calls in five came from the bottom 80 percent of the book: customers who buy a fifth of what you sell, at a margin that does not cover the cost of answering. The 80/20 Salesman is the fix, and it starts with one number — what an hour of a salesperson costs, and what it came back with.
Force-rank the customers. Force-rank the products. Then draw the third curve, the one nobody draws — where the hours actually went — and the territory redesigns itself. Fourteen instruments, built one chapter at a time. No new system. Nothing you cannot get by Friday.
The whole book runs on one company — Ridgeline Industrial Supply, $240 million, 2,400 customers, forty-two outside salespeople — with every number reconciled from the first chapter to the last. Reactive selling is not a personality. It is a design decision, and it can be unmade.
Readers on Bill’s books
Selected Amazon reviews of The 80/20 CEO, From Panic to Profit and The Rule of Three.
5 out of 5 stars
“What Mr. Canady has done here is curate a business system of complementary processes that make a material impact on business performance. If you are looking for a way to pull your business together and get your teams focused on the few things that truly matter, start here.”
MJMVerified Amazon purchase · The 80/20 CEO
Read the full review5 out of 5 stars
“This book is part of the few business books that have changed my life. Even though the 80/20 principles are simple, implementing 80/20 can be challenging, but Bill shares how he did it multiple times, the obstacles he faced, and how to make the changes stick.”
Denis Ethier (ThriveMate)Verified Amazon purchase · From Panic to Profit
Read the full review4 out of 5 stars
“Bill Canady does not treat leadership as a collection of motivational slogans. Instead, he presents a practical framework for understanding why some organizations execute well while others struggle.”
EstebanAmazon review · The Rule of Three
See it on AmazonAmazon reviews, shown with each reviewer’s Amazon name.
Book → Workbook → Audiobook → Video course
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Read the method.
The complete ebook for your reading app.
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Buy the ebookChapter 1: Everybody Knows.
Put it to work.
The fillable Field Guide, with exercises and tools to apply the book.
$10 USD
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Buy the workbookDay Zero: what an hour of you costs, the readiness assessment, the Day Zero Page and what you do not know. Six-page fillable excerpt plus sample notice.
Listen on the move.
Narrated using Bill Canady’s digitally recreated voice. Includes a separate visual companion PDF; the paid fillable Field Guide is sold separately.
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Available now
Buy the audiobookApproximately five-minute sample, narrated using Bill Canady’s digitally recreated voice.
Learn it step by step.
Explore the related self-paced training. Each course lists its lessons and included materials.
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Title Set · buy together and save
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All four formats · one checkout
The Sales Excellence video course, with the ebook, fillable Field Guide and audiobook included.
$297 USD, one time
Get everything · $297 ↗Own this book already? It counts: from $272 with your reader credit →
Bought this book from Eighty20 Publishing? It counts toward the Sales Excellence course: $10 off for one edition, $25 with its Title Set, within 30 days. Reader credit and terms →
Available digital books, workbooks and audio are delivered through BookFunnel after purchase. Title Set savings do not include video courses. Each course lists the reading included with it. Prices are in USD; applicable tax is calculated at checkout. All sales are final.
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Where it fits · PGOS
Grow sales, marketing and products that earn their place.
“How do I grow fast without breaking it?” Year two
How to use it
Start with one number: what an hour of a salesperson costs, and what it came back with. Force-rank the customers, force-rank the products, then draw where the hours actually went — and redesign the territories. Run the one-page weekly review with your sales managers. No new system required.
Read it with The 80/20 Marketer · Worth Every Cent · Scale What Matters
See Growth in the PGOS mapEditions
Available to the trade through IngramSpark and to readers through Amazon and your bookseller when published. Wholesale and bulk terms.
The companion
Fillable PDF available
The fourteen instruments in the order the work gets done, from the Account Book to the one-page weekly review, each beside Ridgeline Industrial Supply's completed version.
Letter-size, built to be written in. Print and fillable PDF. The book keeps the narrative; the guide holds the working paper.
The author
Bill Canady runs two billion-dollar-plus companies — one at $1.1 billion and one at $1.5 billion — as Chairman and CEO of Arrowhead Engineered Products and Chairman of OTC Industrial Technologies. Across global industrial markets he has delivered over $3 billion in shareholder value. A U.S. Navy veteran with an MBA from the University of Chicago Booth School of Business, he created the Profitable Growth Operating System (PGOS). He is the author of The 80/20 CEO, The Rule of Three, and other books in the Eighty20 library.
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