Markets create energy because they are dynamic. They are constantly evolving in response to changes in the economic, political and technological environments. Understanding what causes a market to evolve helps you predict where opportunities will emerge how fast they will develop, and when and whether mass adoption will occur. If you can capture this energy, you can use it to drive the sales process.You can use the energy sources created by an evolving market to motivate prospects to buy your solution. Persuading people to try out a new technology is an uphill battle. You have to invest a lot of your precious energy sales resources, capital, technical expertise, etc. into convincing prospects they can benefit from using your technology to support their business. However, if you understand what is driving market change an increasingly mobile workforce, higher need for personal security, faster access to global markets then you use the energy created by the market to motivate prospects to buy.
Thus, you need to invest less of your own resources and you can sell more productively and efficiently.Technology markets create abundance.There are two laws that explain why technology enabled markets generate extraordinary amounts of energy.
- Moore’s Law predicts that technology is going to improve in the future and cost less.
- Metcalf’s Law states that technologies become more useful as more people use them.
The combination of these two laws creates an economy of abundance that is unique to technology markets. As Moore’s Law predicts an endless supply of ever-increasing resources and Metcalf’s Law promises that innovations will be quickly adopted, the nature of the economy changes.Moore’s Law has held true for over 30 years. Previous economies were based on the laws of scarcity, where you have a limited amount of resources and value is based on how scarce they are gold, oil, land, etc.The more you use up the resources the less energy you have.A technology based economy is based on the laws of abundance. According to Moore’s law, there will always be cheaper resources tomorrow. This ever-increasing pool of resources enables customers to implement new business strategies.
Furthermore, thanks to this simple formula technological obsolescence is only a few months away. Customers can never afford to sit still for fear that a competitor will be able to leapfrog ahead of them if they adopt the next generation of technology faster. This anxiety is another powerful source of energy that you can use to drive your sales.That is a lot of potential customers lining up to buy your product, which is what market energy is all about.Abundance creates demand for your technology. Since technology markets create abundance they are not subject to the constraints of scarcity. They have unlimited growth potential and consequently unlimited potential to create wealth.