80/20 Sales and Marketing by Perry Marshall

Author:Perry Marshall
Language: eng
Format: epub
Publisher: Entrepreneur Press
Published: 2013-06-27T04:00:00+00:00

Figure 14-3. This tiny puddle of water on concrete (left) looks very similar to the edge of this lake in northern Michigan (right), even though the lake is tens of thousands of times bigger. Macro imitates Micro. (Photo credits: left, Shutterstock; right, United States Geologic Survey.)

This means that when you zoom in or zoom out 10X, 100X, and 1,000X, you see the same pattern over and over.

Positive Feedback Is Phenomenally Powerful

Ever turned up a PA system too loud, or let a microphone wander too close to a speaker? The system squeals and howls. That’s positive feedback—the output is going right back to the input, and the energy grows exponentially.

If you inch the volume level carefully, the system begins to ring just a little bit. Inch it up more, and it slowly begins to howl. Inch it up a little more, and it deafens everyone in the room.

The sensitivity of that threshold shows you the incredible power of positive feedback. That range between no feedback and howling is pretty narrow. It’s a leverage point in the system, a place where a tiny amount of effort generates a big result.

You get good at 80/20 by learning to identify the leverage points. In fact, it takes only a little bit of information to figure out exactly what those leverage points look like. Coming up: a software tool that makes it easy.

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