Accelerants: Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster [NOOK Book]

Overview

“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 ...
See more details below
Accelerants: Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster

Available on NOOK devices and apps  
  • NOOK Devices
  • Samsung Galaxy Tab 4 NOOK 7.0
  • Samsung Galaxy Tab 4 NOOK 10.1
  • NOOK HD Tablet
  • NOOK HD+ Tablet
  • NOOK eReaders
  • NOOK Color
  • NOOK Tablet
  • Tablet/Phone
  • NOOK for Windows 8 Tablet
  • NOOK for iOS
  • NOOK for Android
  • NOOK Kids for iPad
  • PC/Mac
  • NOOK for Windows 8
  • NOOK for PC
  • NOOK for Mac
  • NOOK for Web

Want a NOOK? Explore Now

NOOK Book (eBook)
$5.99
BN.com price

Overview

“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 effectively connect with the real decision makers faster craft more persuasive value propositions deliver better pitches, in less time weed 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.
Read More Show Less

Editorial Reviews

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. (Jan.) Copyright 2006 Reed Business Information.
Read More Show Less

Product Details

  • ISBN-13: 9781440621635
  • Publisher: Penguin Group (USA)
  • Publication date: 12/28/2006
  • Sold by: Penguin Group
  • Format: eBook
  • Pages: 240
  • Sales rank: 1,204,492
  • File size: 2 MB

Meet the Author

Michael A. Boylan is founder and CEO of the management consulting firm Accelerant International, which works with Fortune 1000 clients such as ADP, Microsoft's Certified Solution Providers, Cap Gemini Ernst & Young, PLATO Learning, and Research in Motion (maker of BlackBerry). An entrepreneur since 1986, he lectures widely for corporations and is the author of a previous book entitled The Power to Get In.
Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star

(0)

4 Star

(0)

3 Star

(0)

2 Star

(0)

1 Star

(0)

Your Rating:

Your Name: Create a Pen Name or

Barnes & Noble.com Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & Noble.com that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & Noble.com does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at BN.com or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation

Reminder:

  • - By submitting a review, you grant to Barnes & Noble.com and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Noble.com Terms of Use.
  • - Barnes & Noble.com reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & Noble.com also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on BN.com. It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

 
Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)