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Sales Warrior Lesson 5: The Sales Environment

Positions change automatically even if a competitor doesn't actively try to change his or her position. All positions change even if we do nothing because time advances uncontrollably. Time ages all positions. Some positions age better than others. Our position on the competitive ground can either improve or weaken over time, depending on the larger trends of climate in the competitive environment.

One of the greatest benefits in learning Sun Tzu's system is that it gives you the ability to see the dynamic nature of positions and how they change over time. The study of classical front-line strategy is the study of how you can leverage the nature of the ground and changes in the environment to advance your position.

Exercise: Write a one-paragraph description of the most significant elements in your current sales environment. Save it for later use.
 

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The leading publishers of books based on Sun Tzu's The Art of War