Home Eat Their Lunch: Winning Customers Away from Your Competition by Anthony Iannarino (ISBN: 9780525537625)

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Name: Eat Their Lunch: Winning Customers Away from Your Competition
Price: 11.09 USD
Availability: InStock
Author: Iannarino, Anthony
ISBN: 9780525537625

by Anthony Iannarino

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From the publisher

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.

Details

Title Eat Their Lunch: Winning Customers Away from Your Competition
Author Anthony Iannarino
Binding Hardcover
Pages 240
Volumes 1
Language ENG
Publisher Portfolio
Features Index
ISBN 9780525537625 / 0525537627
Weight 0.9 lbs (0.41 kg)
Dimensions 9.2 x 6.2 x 0.9 in (23.37 x 15.75 x 2.29 cm)
Library of Congress subjects Competition, Selling
Library of Congress Catalog Number 2018029804
Dewey Decimal Code 658.804

About the author

ANTHONY IANNARINO is an international speaker, sales leader, and the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. His acclaimed blog draws an average of 50,000 readers every month. He leads a high-performing sales team, speaks to sales organizations nationwide, and teaches part time at Capital University's Capital School of Management and Leadership. He lives with his family in Westerville, Ohio.