Accelerants: Twelve Strategies to Sell Faster, Close Deals by Michael A. Boylan

By Michael A. Boylan

“Many revenues methods don’t paintings anymore––period. yet businesses don’t be aware of precisely what’s now not operating, or why, or what wishes solving. What’s worse, many businesses are in denial that their strategies are damaged and won't aid what they should do going forward.” 

this day it really is more durable than ever for revenues, advertising, and company improvement businesses to maintain enhancing their profit and earnings. power consumers are looking to see salespeople much less and not more, genuine choice makers cover in the back of expert gatekeepers, or even if you happen to really achieve them, they've got impossibly brief awareness spans. revenues and shutting cycles get longer, margins get thinner, and buyers hold elevating the bar – tough extra worth, more affordable costs, and higher service.
 
Michael Boylan's Accelerants offers a robust technique to those impediments to development. Giving enterprise leaders the instruments to diagnose what's hindering profit progress, Boylan first identifies twelve constraints that practice constant downward strain on businesses, making them much less effective, potent, and ecocnomic. He then prescribes the Accelerant Principles—twelve field-proven instruments Boylan has perfected over two decades which can aid any association conquer, reduce, or dissolve the limitations to enterprise growth.
 
jointly, the Accelerant ideas provide a cohesive framework which may aid any company:

  • objective new profit possibilities extra effectively
  • connect to the true determination makers faster
  • craft extra persuasive worth propositions
  • bring greater pitches, in much less time
  • weed out customers who're "just kicking the tires"
  • shorten final cycles by means of as much as 25 percent

You’ll learn how start-up used the Accelerant ideas to create this type of compelling price proposition that advertisers have been competing with one another to take part. and the way a wide multinational know-how company hired those thoughts to satisfy with best executives from day one and shut unparalleled bargains quicker than they idea possible.
 
With rules which are correct, well timed, and applicable, Accelerants provides a application that might foster empowerment, team spirit, and readability of goal inside any revenues, advertising, or enterprise improvement organization.

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Extra info for Accelerants: Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster

Sample text

As a result, companies throughout the world strive to own a top spot in the minds of clients and prospects by becoming one of the premier three to five leading providers in their particular industry. I’ve discovered that people in middle and lower levels of management and below frequently tend to place more reverence, trust, respect, and overall comfort in the top three to five providers in any particular industry. Why? Because, truth be told, selecting a “top provider” acts as a safety net or security blanket in holding on to their jobs.

Remember, the answers to these questions can differ based on the title of the person giving their opinions. Therefore, you might want to ask these questions numerous times of various levels of people within the organization to help gain a deeper perspective of how levels of executives up and down the target organizations view your industry. Here is a second version of these questions, which you should ask the people in your own organization. Their answers will help provide a valuable path of information specific to internal impediments to getting more business.

These tools were also helpful when companies we had been meeting with suddenly stopped returning our phone calls. As an entrepreneur, this would drive me nuts, so I tailored ways to use the principles in these situations as well. I was constantly tweaking them to help us in the myriad situations one encounters in a life of sales and influencing others. Becoming one of the industry’s major players was proof for me that these battle-tested methodologies were producing good results—we had the revenues to prove it.

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