Fresh Perspective Feeling stale? Head into uncharted territory to see opportunities with new eyes.

Back in 1991, I read an interview with my agent-to-be, Jeff Herman. His words have had a profound effect on how I go about new business opportunities. He said his success was based on not knowing what couldn't be done. People told him he would have difficulty as a literary agent because he had no experience in the industry. His reply was, simply, that that is exactly why he would succeed.

Being in an industry for a long time can make it hard to see new opportunities because you already have set ideas about the rules and procedures. However, thinking in new directions will allow you to break through with new ideas and better solutions. When venturing into new territory, a map may provide direction, but exploring with your own two feet will let you see the truth. Here are a few ways this idea can help you develop new sales opportunities.

When going after a new market, collect your data from a variety of sources. Before I made a call on a children's retail account, I visited several stores where the company's merchandise was sold. I walked the aisles to see how the product was displayed. I asked the store manager how the product sold, which products competed with the line, and how much inventory they moved on a weekly and monthly basis. I also attended trade shows and asked all the companies in the industry about their current challenges and what they're doing about them. Finally, I scheduled meetings with friends and clients who deal in that industry in one way or another. When it came time to meet my prospect, I had several new ideas and interesting solutions to grow their business.