It's All About The Trends
-economic ones
-market ones
-technology ones
-buyer perceptions
-product evolution
-service needs/expectations
-buyer groups
-competitor decisions
There are many more but I am sure you get the point. If you knew what the world was going to be like in five, ten or even twenty years do you see the benefit of positioning yourself today so that you could take advantage of them and experience greater success as these trends come to fruition in the future? I can tell you that over 75 percent of my business today and for the past twenty-five years has come from only five major industries - and I selected those industries in 1973. Was it luck? I am not that lucky. Was it brilliance? I am not that smart.
No, it was research into what I believed at the time would be long term trends. That decision years ago has permitted me to keep my new sales acquisition costs to a minimum for over twenty-five years and allow me to focus most of my effort and resources (and these were often limited) to ensuring success year in and year out. Yes, there were a few years where these industries (markets) tended to fall short of my projections, but over the long haul the benefits more than outweighed the downside.
How did I do it? I still do it today. I read the books, articles, case studies - whatever I can get my hands on - by the futurists. Who are they? Here are a few of my favorites:
Marvin Cetron
Roger Herman
Carolyn Corbin
John Naisbitt
William Strauss
Willis Harman, PHD
Paul Kennedy
Daniel Burris
Pine/Gilmore
William Bridges
Do you want to outsell the competition in the future? Do you want to guarantee your future career or business success? Then I recommend you read at least 2-3 books a year by any of the notable futurists. You have nothing to lose.
Related Tags: leadership, success, selling, management, sales training, sales, sales management, supervision
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com
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