The book
The 80/20 Salesman
Stop Chasing Everyone. Sell Where the Money Is
Nobody on your sales floor is lazy. They are aimed at the wrong customers. Fourteen instruments to redesign the territory.
Eighty20 Publishing · The Field Guide
The 80/20 SalesmanThe Field Guide
Fillable PDF availableAlso in print: paperback
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.
Buy the Field Guide
Prices in USD; tax calculated at checkout. Digital editions arrive by email from BookFunnel. All sales are final.
- Preview the Field Guide: Day 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. (PDF)
- About the book
- Team and bulk orders
Available digitally · October 12, 2026.
Read it, then work it
The book makes the case.
The Field Guide does the work.
The 80/20 Salesman keeps the narrative and the method. The Field Guide holds the working paper: the instruments, worksheets and exercises, ready to fill in for your own business.
Letter-size and built to be written in: a fillable PDF, plus paperback print editions.
Editions
Formats and ISBNs
- Paperback, letterRetail list: US $29.99 · CA $39.99Print forthcoming · November 10, 2026ISBN 979-8-953021-35-7
- Fillable PDFDirect download: US $10 · Retail list: CA $26.99Available digitally · October 12, 2026ISBN 979-8-953021-37-1
For teams
Work it together.
Each person who fills in the Field Guide needs their own copy. For a leadership team, a cohort or a portfolio, ask about team and bulk orders.
Take it further
Learn it with The 80/20 Institute.
Self-paced masterclasses on the same subject. Each course page lists its lessons, price and what is included.
Pricing
Make pricing a discipline your team can use.
Individual class · one-time purchase · also in the All-Access Pass · $50 off for owners of the matching book
Explore this classSales Excellence
Focus the sales effort on profitable growth.
Individual class · one-time purchase · also in the All-Access Pass · $50 off for owners of the matching book
Explore this classYour experience
Field Guide reviews
The 80/20 Salesman — The Field Guide (Fillable PDF)
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