Eat Their Lunch

Winning Customers Away from Your Competition

Business & Finance, Economics, Development & Growth, Marketing & Sales, Sales & Selling, Management & Leadership, Management
Cover of the book Eat Their Lunch by Anthony Iannarino, Penguin Publishing Group
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Anthony Iannarino ISBN: 9780525537632
Publisher: Penguin Publishing Group Publication: November 6, 2018
Imprint: Portfolio Language: English
Author: Anthony Iannarino
ISBN: 9780525537632
Publisher: Penguin Publishing Group
Publication: November 6, 2018
Imprint: Portfolio
Language: English

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.

Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?

It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:

* ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.

* understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.

* developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.

Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing.

Like it or not, sales is often a zero-sum game: Your win is someone else's loss. Most salespeople work in mature, overcrowded industries, your offerings perceived (often unfairly) as commodities. Growth requires taking market share from your competitors, while they try to do the same to you. How else can you grow 12 percent a year in an industry that's only growing by 3 percent?

It's not easy for any salesperson to execute a competitive displacement--or, in other words, "eat their lunch." You might think this requires a bloodthirsty "whatever it takes" attitude, but that's the opposite of what works. If you act like a Mafia don, you only make yourself difficult to trust and impossible to see as a long-term partner. Instead, this book shows you how to find and maintain a long-term competitive advantage by taking steps like:

* ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.

* understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.

* developing a systematic contact plan for all those different stakeholders so you can win over the right people at the organization in the optimal sequence.

Your competitors may be tough, but with the strategies you'll discover in this book, you'll soon be eating their lunch.

More books from Penguin Publishing Group

Cover of the book Opening Moves by Anthony Iannarino
Cover of the book Pushing Her Limits by Anthony Iannarino
Cover of the book Tales from the Crib by Anthony Iannarino
Cover of the book Only Beloved by Anthony Iannarino
Cover of the book I Beat The Odds by Anthony Iannarino
Cover of the book Iced to Death by Anthony Iannarino
Cover of the book Twain's Feast by Anthony Iannarino
Cover of the book Think You Know It All? by Anthony Iannarino
Cover of the book Overcomplicated by Anthony Iannarino
Cover of the book Dead Man Running by Anthony Iannarino
Cover of the book Armed and Dangerous by Anthony Iannarino
Cover of the book Free Lunch by Anthony Iannarino
Cover of the book Coroner's Journal by Anthony Iannarino
Cover of the book Mystery Train by Anthony Iannarino
Cover of the book 52 Ways to Cheat at Poker by Anthony Iannarino
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy