Rating: 
Summary: Fluffed Up to Fill a Book?
Review: A senior sales executive once said to me, "Steve, you sales trainers are all alike. You take 6 hours to make a 30 second point." Unfortunately this is true of Boylan's book. The point he does make is his idea of creating 'leverage' by contacting your prospective buyer and at the same time contacting his boss, and his boss's boss - along with other 'leverage points.' While I agree that most sales people need to earn contact at higher levels in organizations, this isn't the way. It is the kind of technique that leads to the bad image most people have of sales people.
Rating:
Summary: Fluffed Up to Fill a Book?
Review: A senior sales executive once said to me, "Steve, you sales trainers are all alike. You take 6 hours to make a 30 second point." Unfortunately this is true of Boylan's book. The point he does make is his idea of creating 'leverage' by contacting your prospective buyer and at the same time contacting his boss, and his boss's boss - along with other 'leverage points.' While I agree that most sales people need to earn contact at higher levels in organizations, this isn't the way. It is the kind of technique that leads to the bad image most people have of sales people.
Rating: 
Summary: One of the best books on how to get to the decision maker
Review: As a sales trainer, I am always looking for "books of substance" which explain in detail, how to work a sales cycle and how to sell and influence others. Michael Boylan's book is one of the best I've read over the last 15 years. Many people I've trained have used some of his techniques and suggestions that I've mentioned from the book. Bottom line is great instruction from the book, and we have had great results.
Rating:
Summary: One of the best books on how to get to the decision maker
Review: As a sales trainer, I am always looking for "books of substance" which explain in detail, how to work a sales cycle and how to sell and influence others. Michael Boylan's book is one of the best I've read over the last 15 years. Many people I've trained have used some of his techniques and suggestions that I've mentioned from the book. Bottom line is great instruction from the book, and we have had great results.
Rating: 
Summary: An interesting and valuable approach to networking
Review: As an owner of an Ad Agency I thought the techniques described in the book were very ineteresting...and powerfull. I thought the strategy involved in making contact with the right people was especilly insightful.
Rating: 
Summary: Typical Salesmen/Author
Review: As is typical of the Salesman Author, Boylan spends more time and effort selling his method than telling us about it. We are in the fourth chapter by the time he even begins to get to the meat of the subject.
Boylan's Massive Ego (don't get me wrong, there's nothing wrong with a big ego in a salesman, but here it interferes with the product)shines through and clouds his vision. We are told on every page that his method is the only method that works and that we should keep reading. Remove all the hype, and you have a few short sentences we all already know about.
1.) Do your research.
2.) Start as high up in the chain of command as you can.
3.) 1 helps you do 2.
Overall, a very poorly written, overly self complimentary work.
Rating:
Summary: getting past receptionists..& gatekeepers
Review: Boylan should provide more on "turf protectors". His acumen is well demonstrated-should be required supplemental reading for...Marketing 101. Persuasive skills... djhuber@hotmail.com
Rating:
Summary: Everyone knows how to sell, but " Getting In" is the key
Review: Getting in to see the right people, in the shortest amount of time is the key. The methods in this book are a very effective and efficient way to flush out customers. Sales reps need to get in quickly and at the right levels. This book will help your sales team to get in, do their presentation and let the customer decide. Not all customers will buy your products or services, but at least you be able to present what you do or what you sell to the core group of people who can make those decisions. At the end of the month or the quarter, you will start to see a rise in your quality appointments and a substantial rise in your sales.... The Power to get in works!!! If your sales team is not producing, then read this book and follow the guidelines. One caution for sales managers; when you do get your sales team to follow these methods, your calendar will fill up.Harry Martin Sr. Vice President,Sales Wareforce.com Harry.Martin@Wareforce.com
Rating:
Summary: Everyone knows how to sell, but " Getting In" is the key
Review: Getting in to see the right people, in the shortest amount of time is the key. The methods in this book are a very effective and efficient way to flush out customers. Sales reps need to get in quickly and at the right levels. This book will help your sales team to get in, do their presentation and let the customer decide. Not all customers will buy your products or services, but at least you be able to present what you do or what you sell to the core group of people who can make those decisions. At the end of the month or the quarter, you will start to see a rise in your quality appointments and a substantial rise in your sales.... The Power to get in works!!! If your sales team is not producing, then read this book and follow the guidelines. One caution for sales managers; when you do get your sales team to follow these methods, your calendar will fill up. Harry Martin Sr. Vice President,Sales Wareforce.com Harry.Martin@Wareforce.com
Rating:
Summary: Thought prevoking
Review: I am a VP Sales for a technology firm and I only recently read this book. I was so impressed with the innovative material I flew to MN to meet the author! Despite what the negative reviewers have said, this book is NOT a sales manual. It IS a manual for obtaining access. It is an excellent precursor to an existing sales process, but the sales process already needs to be in place. The author uses the term "bolt-on" addition which is a very good visual depiction of how this tool should be used. Any good executive can tell you how difficult it is to be seen at the appropriate levels. More and more, callers and visitors are sloughed off to the next lower level, and if the caller doesn't have a compelling reason to stay at the executive level, they will invariably continue to be pushed down lower and lower until they are speaking with the lowliest of the non-decision makers, a "recommender." Horrors! Don't sell this book short. "Getting In" is a master treatise on how to develop and keep access at the C-level. I highly recommend it.
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