Williams and Drew make the following argument: history goes in 40-year cycles, each with a 20-year upswing and a 20-year downswing contained in it. First, there’s a “Me” cycle, then a “We” cycle. Me cycles demand freedom of expression, applaud personal liberty, believe in the individual, look for a better life, dream big dreams, need to be number one, likes decisiveness, leadership, and heroes. We cycles demand conformity, applaud personal responsibility, believe in the herd, want a better world, small actions, teams, humility, and sense of purpose and joint leadership sharing problems together. We’re in the midst of the upswing of the We cycle now, the authors argue, until 2023, whence will commence the down cycle of We….
What’s in it for public speakers? People change, so don’t market to generations, market to the cycle. You should be pitching your speeches to cater to a We cycle now, because we’re in the middle of it. You might argue that the whole motive behind TED, for example, is the We idea of trying to make the world a better place.
As the authors say, what works during a Me cycle is push, overcoming objections, selling as combat, self-confidence, specials, and sizzle. What works during a We cycle is pull, positive attraction, selling as seduction, authenticity, truth, and the steak not the sizzle.
The book itself is a difficult read, because all the typographic efforts to make it interesting just make it hard to get through. But the idea is at least worth pondering.