Accelerants
Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster
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- $10.99
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- $10.99
Publisher Description
“Many sales processes don’t work anymore––period. But companies don’t know exactly what’s not working, or why, or what needs fixing. What’s worse, many companies are in denial that their processes are broken and will not support what they need to do going forward.”
Today it's tougher than ever for sales, marketing, and business development organizations to keep improving their revenue and profits. Potential clients want to see salespeople less and less, real decision makers hide behind skilled gatekeepers, and even when you actually reach them, they have impossibly short attention spans. Sales and closing cycles get longer, margins get thinner, and customers keep raising the bar – demanding more value, cheaper prices, and better service.
Michael Boylan's Accelerants offers a powerful solution to these impediments to growth. Giving business leaders the tools to diagnose what is hindering revenue growth, Boylan first identifies twelve constraints that apply consistent downward pressure on companies, making them less efficient, effective, and profitable. He then prescribes the Accelerant Principles—twelve field-proven tools Boylan has perfected over twenty years that can help any organization overcome, minimize, or dissolve the constraints to business growth.
Together, the Accelerant principles offer a cohesive framework that can help any business:target new revenue opportunities more effectivelyconnect with the real decision makers fastercraft more persuasive value propositionsdeliver better pitches, in less timeweed out prospects who are "just kicking the tires"shorten closing cycles by up to 25 percentYou’ll read how a magazine start-up used the Accelerant Principles to create such a compelling value proposition that advertisers were competing with each other to participate. And how a large multinational technology firm employed these techniques to meet with top executives from day one and close unprecedented deals faster than they thought possible.
With ideas that are relevant, timely, and applicable, Accelerants provides a program that will foster empowerment, cohesion, and clarity of purpose within any sales, marketing, or business development organization.
PUBLISHERS WEEKLY
At its core, Boylan's message is simple: sales pitches often fail because they're too long, don't contain enough solid information and aren't targeted to the right people. He spins that out into a fancy chart identifying 12 constraints on any sales pitch and the 12 tools he's developed to overcome them, each of which he addresses in detail. After showing readers how to suss out prospective clients' attitudes about their products and their competitors, he delivers the crucial (though inelegantly phrased) advice to "metric the message" that is, to "grind down the messages and value propositions" into a concise, specific promise about what you can deliver. In presentations, less is more, argues Boylan (The Power to Get In). He recommends cutting your pitch down to a third of its usual length, front-loading it with the most essential information and getting into details only if the customer wants to hear more. On its own, Boylan's advice is useful, but he turns the closing sections into a blatant commercial pitch, urging readers to get fuller training in the Accelerant program through his consulting firm. For most readers, the introduction should provide all the help they need.
