1st Edition - Committed To Lead - Willing To Follow

I have Good News and I have Bad News!

First, the good news – in complex selling environments you really shouldn’t be too concerned about eight out of every ten of your direct competitors in your marketplace. Why, because based on a time-tested axiom and some grey hair experience – eighty percent or better (80%) of all of your competitors will only account for twenty percent (20%) of the total sales opportunity in your marketplace. These organizations are also known as Followers.

Now for the bad news! You guessed it, the other twenty percent (20%) do! And, they have or want the same eighty percent (80%) share of the market that you want and need to get! And you can be absolutely sure they are busy devising strategies, innovating and redefining their business models, methods and processes to be the dominate force in your marketplace! These organizations are also known as Leaders.

So, here is a simple question - Are you a Leader or a Follower?