Accelerants: Twelve Strategies to Sell Faster, Close Deals - download pdf or read online

By Michael A. Boylan

ISBN-10: 159184150X

ISBN-13: 9781591841500

“Many revenues strategies 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 truly is more durable than ever for revenues, advertising and marketing, and company improvement agencies to maintain bettering their profit and gains. strength consumers are looking to see salespeople much less and no more, actual determination makers cover in the back of expert gatekeepers, or even should you really achieve them, they've got impossibly brief realization spans. revenues and shutting cycles get longer, margins get thinner, and buyers maintain elevating the bar – challenging extra price, more cost-effective costs, and higher carrier. Michael Boylan's Accelerants deals a robust way to those impediments to development. Giving company leaders the instruments to diagnose what's hindering profit progress, Boylan first identifies twelve constraints that observe 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 restrictions to company progress. jointly, the Accelerant ideas provide a cohesive framework which can aid any company: *target new profit possibilities extra successfully *connect with the true determination makers swifter *craft extra persuasive price propositions *deliver greater pitches, in much less time *weed out customers who're "just kicking the tires" *shorten ultimate cycles by means of as much as 25 percentage You’ll learn how start-up used the Accelerant rules to create any such compelling worth proposition that advertisers have been competing with one another to take part. and the way a wide multinational expertise enterprise hired those strategies to satisfy with best executives from day one and shut unparalleled offers swifter than they proposal attainable. With rules which are proper, well timed, and appropriate, Accelerants presents a software that would foster empowerment, unity, and readability of goal inside any revenues, advertising, or company improvement association.

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

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Then I will present each Accelerant principle in the order in which they are designed to be used, providing the highest benefit for the user. Putting the Accelerant principles to work for you can help eliminate or overcome these constraints by blasting through them or dissolving them. You will learn what’s behind each one, its specific value to your business, and how you can use them to garner more success. Off-ramps throughout the material will lead you to additional information on certain Accelerants where training and back-end consulting will help tailor them to your specific applications, taking your business to that next level of sustained success.

This meant creating access at a relatively high level (not necessarily in the IT department), sometimes to multiple senior executives all at once, as fast as humanly possible, so we could tell our story and assess the landscape. Then, if there was real interest, we could drive things from the top down, versus the classic bottom up. S. trademarks and is one of the reasons for our success. C. System, Harris Bank, Time-Life, and many other corporations of this size and scope—to the surprise and irritation of our huge competitors.

I eventually learned they’d use this information to determine if they were impressed enough to stay in the meeting. If not, the key person or people in the room would basically leave, saying something like: “Michael, I’m glad you’ve come to us today with your solution. Clearly, there could be some application here for our organization, and I’ll leave that to the capable people who are in this room with you now. I have the utmost trust and confidence in them, and therefore, I will leave it to them to tell me how we should proceed from here, and whether it would be prudent at this time to really dig in and take a hard look at what you have by doing some type of RFP (request for proposal).

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Accelerants: Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster by Michael A. Boylan


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