The Pareto Principle or 80-20 rule, known as the law of the vital few, is never more relevant when viewed in the context of professional selling. Most businesses recognize that 80% of their revenue is generated by the top 20% of their sales team.
There is an overwhelming demand for sales talent in North America, and many organizations lack the in-house experience and resources to design the optimal sales strategy or the skills to effectively select, hire and coach a successful sales team.
Solution sales methodologies are no longer relevant and almost all industry recognized and branded sales training methodologies are too narrow, too theoretical and lack reinforcement.
80-20 Growth Corporation was founded to address this demand and help companies enhance and optimize the performance of their existing business development function to build a foundation for scalable profitable growth.
Ben Firman, Co-CEO
Ben graduated from Nottingham University in the UK in 1998 with a BA Honours (2:1) in History, and spent the first 10 years of his career working as a head hunter in the UK, building and managing successful business development teams while delivering services to many of Europe’s largest IT and Telecommunication corporations. Ben’s role transcended the process of selling consulting services and recruiting sales people, as he was also heavily involved in advising clients on the process of building and structuring successful business development functions.
In 2009 Ben joined an international strategy consulting firm and the world leader in the application of the science of Game Theory to executive decision making. He was hired to establish a Europe, Middle East, Africa and Asia business from scratch, selling and delivering complex services and technology to C-Level executives at global corporations. Ben became a Partner and member of the Executive Leadership team in 2012. Ben spent 6 years working with C-Level executives and their teams at global corporations that were ranked in the top three in the following industries; Oil & Gas, Chemical, Utilities, Pharmaceutical, Accounting & Financial Services, Airline, Food & Beverage and CPG.
Ben is passionate about the art and science of strategic selling. He is in his element when helping business leaders identify and then execute the optimal strategy to achieve their goals for profitable growth. His greatest professional passion is developing early stage sales talent to meet the ever increasing sales skills gap in North America.
Mark Zschocke, Co-CEO
Mark holds a B.Com. from the University of Alberta and a MASc and Ph.D. in Applied Mathematical Modeling from the University of Waterloo where he developed models for competitive project portfolio management. Mark was awarded multiple awards for innovation and excellence at the University of Waterloo, including the prestigious Gold Medal for the best Master’s thesis in the field of Engineering. Mark has published articles in top academic journals in his field, including Production and Operations Management, IEEE Transactions on Engineering Management and the European Journal of Operational Research.
In 2007 Mark joined an international strategy consulting firm and the world leader in the application of the science of Game Theory to executive decision making. He became a Partner and Chief Operation Officer in 2012 and gained invaluable experience advising C-Level executives and their teams at global corporations that were ranked in the top three in the following industries; Oil & Gas, Chemical, Utilities, Pharmaceutical, Accounting & Financial Services, Airline, Food & Beverage and CPG.
Mark is passionate about helping businesses make better decisions based on sound strategic analysis. Every business development strategy must be underpinned by relevant data points and accurate predictive modelling, and Mark brings capabilities in this capacity that are second to none. He is also passionate about the science of strategic selling and the importance of augmenting analytics with a strategic sales process that is planned, visible, logical and repeatable.
We believe in working hard, smart and having a lot of fun along the way.
We have a laser focus on nurturing the professional growth of our team so that they can realize their awesome potential and build a long and happy career with 80-20. We work in concert with every team member to build a personal career plan, define a clear set of goals and then reinforce that with world class coaching.
We only hire special talent and we recognize that such talent is by far the most valuable asset of our business.