Nearly all the best salespeople have one thing in common – they all get a lot of sales opportunities. That may be because of the company they work for providing qualified leads, or they have learned how to get qualified leads, or they are in a pool of qualified people, or they have a rich base of referrals. However they got there, the math is simple – the more opportunities they get, the more they sell.
This plays out in lots of fields and endeavors – the more opportunities you have to do something, the more of it you do. In the corporate world, this is called deal flow, and all things being equal, the more deals that come across your table, the better your chances of doing a good deal.
Most success in those worlds involve creating deal flow – increasing the number of opportunities that come across your desk.
When I owned a used book store, I read more than I ever have before or after in my life. Most of the time, I read a book a day. I had as much time then as I do now, but I had access to many more books than I do now. And because of the enormous amount of books I saw daily, I could pick and choose.
In other words, I had better deal flow.
But these days, the biggest problem I face around reading is deciding what to read. I find some books by word of mouth, and others by serendipity. But mostly, I don’t have a reliable methods of finding new books.
How do you figure out what to read next?