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The Accelerant Curve (Episode 47)

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Alan Weiss is a consultant, speaker, and author of over 60 books. His consulting firm, Summit Consulting Group, Inc., has attracted clients from over 500 leading organizations around the world.

Comments: 18

  • Guido Thys

    July 27, 2010

    Alan, how does the curve relate to the sales funnel?

  • Alan Weiss

    July 27, 2010

    Which sales funnel? I think the Accelerant Curve is fairly clear in and of itself.

  • Garry Beavis

    July 27, 2010

    Another timely reminder for me Alan!Thanks.

  • Guido Thys

    July 28, 2010

    Alan, the Accelerant Curve is indeed very clear and useful.
    I’m only wondering whether it:
    – can replace the traditional sales funnel (http://en.wikipedia.org/wiki/Sales_funnel) of which many say it is outdated;
    – belongs to a different paradigm altogether.

  • Alan Weiss

    July 28, 2010

    I have no idea what the sales funnel is, so I think you can assume it’s really replaceable! I’ve never seen it before, it looks ridiculous, and you shouldn’t be using Wikipedia for sales help!

  • Guido Thys

    July 28, 2010

    I think the (sales) world is ready for your views on how to influence/guide the buying process then.

    To my knowledge there isn’t a sales (management) training in the world which isn’t at least partially based upon the sales funnel in one form or another.
    Sounds like a huge market opportunity…

  • Alan Weiss

    July 28, 2010

    I’ve built it, they can come or not! I’ve managed national and international sales forces. I’m not in the training business. I’m happy to consult with senior management on what need to be done to improve sales results, and I have.

  • Dave Gardner

    July 28, 2010

    Alan…wonderful explanation!

    Guido…The Accelerant Curve is about offerings along a continuum of value. A sales funnel is about predicting transactions for those offerings. The Accelerant Curve might be a bit predictive of where clients might go for additional value, e.g., buy Million Dollar Consulting book, purchase mentor program, etc. What you won’t know is (a) if a person will select additional options on the Accelerant Curve and (b) when they might do it. The point of the Accelerant Curve is to illustrate the need for different offerings at different price points along the curve rather than simply offer a $25 book and a $100,000 consulting project as a means to build a relationship, trust and your brand with a client. The Accelerant Curve is not like a sales funnel at all.

  • Tim Wilson

    July 28, 2010

    Alan,

    Which of your new books is discussed in more depth? And if you haven’t written about it do you plan to?

  • Alan Weiss

    July 28, 2010

    Tim, I don’t understand the question.

  • Tim Wilson

    July 28, 2010

    Alan,

    My apologies I failed to proof my response. I wanted to know which of your newly published books you go into additional detail on the acceleration curve. I seem to recall you mentioning something about it but just don’t remember which book.

    Also if you haven’t written about it in any of your new releases, then do you plan to or will you be putting out a separate booklet that we can purchase? That’s what I was trying to say sorry for the confusion.

  • Alan Weiss

    July 28, 2010

    It’s in the upcoming Million Dollar Speaking and Million Dollar Coaching, and I think it’s in the newest edition of Million Dollar Consulting. It will also be in The Consulting Bible.

  • Peter McLean

    July 29, 2010

    Sad to say, it’s not in Million Dollar Consulting (4th ed). Look forward to it in the new books.

  • Guido Thys

    July 29, 2010

    Dave… thank you for the explanation.
    My point is that more and more sales theorists point out that the traditional sales funnel (in which a sales person guides the suspect towards the status of prospect, of first time customer, of repeat buyer, etc.) is being replaced by a process which is controlled by the customer. During this process the customer will first “consume” free products and then gradually work his way up.
    Sounds a lot like the Accelerant Curve to me….

  • Alan Weiss

    July 29, 2010

    Sorry. I’ve written about it in quite a few places, some of which are membership sites, Perhaps someone else can help to find it.

  • Chad Barr - Alan's Blog Implementer & Moderator

    July 29, 2010
  • Dan Weedin

    August 3, 2010

    I’ve seen you give several presentations on The Accelerant Curve and this video is the best and most concise I’ve seen. Thanks for sharing.

    Dan

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