Accelerants

About this book

“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"* shor…

Themes & subjects