If You’re Not Out Selling…
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This book is all about attitude and motivation. Don’t look for any ‘on the street’ strategies or sales methodologies here. The book isn’t ‘deep’ but rather is high energy and motivational, kind of like Tony Robbins applied to selling. It applies many of Jack Welch’s ideas of “Winning” directly to sales. If you need to be pumped up and recharged this is a great book to read.
This book also offers wisdom in the area of having a sales career. If you aren’t enthusiastic, can’t maintain high energy, and don’t realize that getting the job done ultimately falls to you then perhaps sales isn’t for you. The title says it all: you’re either selling or being outsold. Stop blaming price, competition and the world for loosing deals. If it was easy they wouldn’t need salespeople in the first place.
This book is about the attitudes and work needed to become a sales champion: that we need to hunker down and overcome. As the author says we have one life and one boss: ourselves.
If You’re Not Out Selling, You’re Being Outsold
Accelerants - Sell, Close and Grow Faster
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A good strategic framework to implement and consider
This book’s overall message is so important that I’ve given away many copies. Sales messages are often too long, driven by PowerPoint, and unfocused. Boylan’s constraints are necissary to understand before any sales or marketing effort, for example how does the market perceive your product and your company? How do your employee’s view you and the product they are trying to sell? 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: the author spends far too much time pitching himself, offers little on the `how to’ side, and gives us no help outside the book (such as a good website or further reading references,like other books. 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. Follow this book up with “ROI Selling” and other targeted `how to’ books, e.g. “Value Forward Selling,” and you’ll have not only the strategic view but also the tactical tools needed for success.
Accelerants: Twelve Strategies to Sell Faster, Close Deals Faster, and Grow Your Business Faster
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