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.
Dynamic systems create energy. If left unchecked, any systemic change tends to grow. A snowball rolling downhill gets bigger. Growth creates momentum Igtok. As the snowball grows bigger, it goes faster. Momentum creates energy. The faster the snowball rolls; the bigger it gets; the harder it hits the tree. Energy drives change. (Source The Fifth Discipline)
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.
Advances in computing and information technology are changing the way people meet and communicate. People can meet, talk, and work together outside traditional meeting and office spaces. For instance, with the introduction of software designed to help people schedule meetings and facilitate decision or learning processes, is weakening geographical constraints and changing interpersonal communication dynamics. Information technology is also dramatically affecting the way people teach and learn.
As new information technologies infiltrate workplaces, home, and classrooms, research on user acceptance of new technologies has started to receive much attention from professionals as well as academic researchers. Developers and software industries are beginning to realize that lack of user acceptance of technology can lead to loss of money and resources.
In studying user acceptance and use of technology, the TAM is one of the most cited models. The Technology Acceptance Model (TAM) was developed by Davis to explain computer-usage behavior. The theoretical basis of the model was Fishbein and Ajzen’s Theory of Reasoned Action (TRA).
The Technology Acceptance Model (TAM) is an information systems (System consisting of the network of all communication channels used within an organization) theory that models how users come to accept and use a technology, The model suggests that when users are presented with a new software package, a number of factors influence their decision about how and when they will use it, notably: