Perception is reality, especially engrained beliefs in prospect's minds. Acceleratants reminds us to think about these things when we craft all of our interactions, communications, and market messages. The critical reviews here correct here: However if the structure and content of this book are only good enough to make us think about our restraints and how to overcome them, then for me it was valuable. Most companies really make the same claims, few offer proof.
Accelerants' message about "metric the message" is just one example of some good advice. Cut sales "canned" presentations by half and encourage interactions and questions. Target decision makers and address their needs before your own. None of this advice is new or earth shattering, but these items are seldem followed, at least consistently. And yes, the 12 "rules" fit very well within our model.
However the author violates one of today's business rules.
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This is a very frustrating book as it never really gets into the details of how the system works, just that it does work- trust us, preferring to never miss an opportunity to pitch the unique values of the author's company to offer customized solutions to your company. The last four chapters? Unfortunately if you go to his website, it offers even less information, so you have to get the book to get anything!
I could not help but think that the author goes out of his way to sell so often that he ruins what started out as a useful book.
ACCELERANTS by Michael A. Boylan | Kirkus Reviews
Since I already know how these "Rules" do work to maximize the return, I obtained very little new at the end of the day. If you had to pick one book or the other, go with this one as this chapter alone is worth the price of both books. There are a ton of sales books on the market today, but a limited number really outline an actionable system to produce consistently at a high level. I strongly recommend this book to anyone thinking of getting involved or already involved with selling products, services, or ideas to other businesses.
Executives would benefit themselves by reading it too as there is a lot to be learned about why your sales organization doesn't consistently grow revenues or meet their targets on a regular basis. In the investment arena, the information and processes contained in Accelerants could be the difference in meeting or exceeding analysts' and customer expectations. Insightful ideas in the pressure cooker of needing to do more in less time From Amazon Mr. Boylan insights about how to close sales faster are astounding.
- My Wishlist.
- Advances in Computers: 70;
He shows you how to create deeper stronger relationships with the senior executives in your prospects that takes you down a straight forward path insuring they clearly understand your companies' key deliverables. His approach turns upside down some of the old tried and true principles of sales This book really digs into the psychology of the sale and shows you simple tools to win bigger deals faster in a style of respect and integrity.
Accelerants provides a clear step by step analysis of how to sharpen your sales and marketing effectiveness in an increasingly competitive landscape. I found a number of things I could do to help understand my prospects better and close some opportunities that were "stuck" before I finished the book.
The principles are simple common sense that have eluded many of us in our traditional PSS tools that try's to get customers to tell us where they have pain. His step by step approach of understanding the basic buying needs and personalities of prospects is so logical they will clearly compress the sales cycle. How could some of these ideas and solid strategies eluded us for so long before being put in print?
From Amazon I do not know Mr. Boylan personally, but the concepts and ideas that thus far have made up the body of his work: In fact, I attribute fifty percent of my annual income to following specific steps laid out by Mr. Selling in a New Market Space: Strategic Continuous Process Improvement. Manager's Guide to Business Planning. ROI of Social Media. Changing the Sales Conversation: Connect, Collaborate, and Close. The Supply Chain Revolution. The Customer Experience Edge: The Project Management Coaching Workbook. The Creative Business Guide to Marketing: A Guide To Corporate Sponsorship.
Social Media Metrics Secrets. Designing a Document Strategy. Managing Business Analysis Services. Land The Job You Love. Lean Sales and Marketing. How to Negotiate Anything. Great to Excellent; It's the Execution! Perfect Phrases for Perfect Hiring: Business Succession Planning For Dummies. Why Use Joint Ventures.
Selling Through Someone Else.
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