I spent 15 years in enterprise sales before I understood what was wrong with how we targeted accounts.
I was good at my job. I hit quota. I won President’s Club. I closed a $1.6M deal at Salesforce by sitting across from a CFO and showing him exactly what his outdated system was costing him in overtime. I knew how to sell. What I didn’t know — what nobody had ever told me, and what I didn’t figure out until I started building StrikeZone — was that I had been flying blind on targeting for most of my career. Not because I was lazy. Not because I didn’t have data. Because I was looking at the wrong data.
The 80/20 rule is real. Most companies just don’t know where their 20% lives.
You’ve heard the principle before. Roughly 20% of your customers generate roughly 80% of your revenue. It shows up everywhere — sales strategy books, consulting frameworks, business school case studies. Most sales leaders nod when they hear it. Most of them have no idea which 20% it actually is in their own business.
https://strikezone.global/wp-content/uploads/2026/04/cropped-strikezone-favicon.png512512System Administratorhttps://strikezone.global/wp-content/uploads/2026/04/strikezone-header-logo-001.jpgSystem Administrator2026-05-12 09:31:582026-05-12 09:33:48The 80-20 Rule Is Real
Most industrial companies are guessing. Not because they’re unsophisticated — but because the answer to their most important go-to-market question has been buried in a system they use every day and never thought to look.
That question is: Who, exactly, are our best customers?
https://strikezone.global/wp-content/uploads/2026/04/cropped-strikezone-favicon.png512512System Administratorhttps://strikezone.global/wp-content/uploads/2026/04/strikezone-header-logo-001.jpgSystem Administrator2026-04-30 14:13:332026-05-13 10:04:30Your ERP Knows Who Your Best Customers Are. We Built StrikeZone to Prove It.
Most industrial companies believe they know who their best customers are.
But when organizations actually analyze the data inside their ERP systems, the results are often surprising. The customers producing the highest long-term value are frequently not the ones leadership expected.
Targeting New Accounts
Ideas and InsightsI was good at my job. I hit quota. I won President’s Club. I closed a $1.6M deal at Salesforce by sitting across from a CFO and showing him exactly what his outdated system was costing him in overtime. I knew how to sell. What I didn’t know — what nobody had ever told me, and what I didn’t figure out until I started building StrikeZone — was that I had been flying blind on targeting for most of my career. Not because I was lazy. Not because I didn’t have data. Because I was looking at the wrong data.
Read more
The 80-20 Rule Is Real
Ideas and InsightsThe 80/20 rule is real. Most companies just don’t know where their 20% lives.
You’ve heard the principle before. Roughly 20% of your customers generate roughly 80% of your revenue. It shows up everywhere — sales strategy books, consulting frameworks, business school case studies. Most sales leaders nod when they hear it. Most of them have no idea which 20% it actually is in their own business.
Read more
Your ERP Knows Who Your Best Customers Are. We Built StrikeZone to Prove It.
Ideas and InsightsMost industrial companies are guessing. Not because they’re unsophisticated — but because the answer to their most important go-to-market question has been buried in a system they use every day and never thought to look.
That question is: Who, exactly, are our best customers?
Read more
Outperforming Competitors
Ideas and InsightsMost industrial companies believe they know who their best customers are.
But when organizations actually analyze the data inside their ERP systems, the results are often surprising. The customers producing the highest long-term value are frequently not the ones leadership expected.
Read more