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Eat Their Lunch

Winning Customers Away from Your Competition
Auteur(s): Anthony Iannarino
Narrateur(s): Anthony Iannarino
Durée: 6 h et 25 min
Catégories: Affaires, Ventes
4.5 out of 5 stars (8 évaluations)

CDN$ 14,95 par mois; les 30 premiers jours sont gratuits. Annulable en tout temps.

Description

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 three 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 audiobook 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 audiobook, you'll soon be eating their lunch.

©2018 Anthony Iannarino (P)2018 Penguin Audio

Ce que les membres d'Audible en pensent

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Au global

  • 4.5 out of 5 stars
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Histoire

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  • Au global
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Eddie
  • 2019-08-08

Good content on competitive displacements!

Great content. Very informative and granular information that provides a strategic background to stealing your competitor's business aka "competitive displacements" The Author isn't the most exciting reader in the world, but Anthony knows his stuff and he provides top notch insight.

1 personnes sur 1 ont trouvé cette évaluation pertinente

  • Au global
    5 out of 5 stars
  • Performance
    4 out of 5 stars
  • Histoire
    5 out of 5 stars
  • HappyHolladays
  • 2019-05-22

Another great sales book!

Easy reading actual usable info for the B2B sales folks. Selling with integrity, trust and values!

1 personnes sur 1 ont trouvé cette évaluation pertinente

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Utilisateur anonyme
  • 2019-01-03

Every sales professional should own this.

After reading and listening to this amazing ”book” lesson, I’ve come to the conclusion that this is not just a book but an instrument and tool to continue to use throughout the year.

Anthony you have outdone yourself once again, This is a must have if you’re in the sales profession.

1 personnes sur 1 ont trouvé cette évaluation pertinente

  • Au global
    1 out of 5 stars
  • Amazon Customer
  • 2018-11-17

painful listen

I search out and devour books that open my thinking and guide me to changes that improve my life, be it personal or business.

This information is presented in a painfully slow, dull and boring way.

I couldn't put anymore time into the hope it would get better.
on to the next....

5 personnes sur 9 ont trouvé cette évaluation pertinente

  • Au global
    4 out of 5 stars
  • Performance
    3 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Traci D
  • 2019-08-27

Great info-Drab narration

The narration is dry and monotone.... but overall the info was absolutely useful, just tough to get througj

  • Au global
    4 out of 5 stars
  • Performance
    1 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Brian S.
  • 2019-08-15

Awful reader

The reader is sooo monotone. Ruining this book for me. The content is good but the reader is making it awful.

  • Au global
    2 out of 5 stars
  • Performance
    2 out of 5 stars
  • Histoire
    3 out of 5 stars
  • apolune
  • 2019-05-05

boring reader

This might have been better with a more entertaining reader or for someone who went into sales without an interest in listening to clients.

The good news is - apparently you can adjust the speed of the reader's voice.

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • kwilk
  • 2019-03-04

Great Book

This guy is a genius. Very practical, easy to follow and understand, and such great REAL content. This is a great book!!

  • Au global
    4 out of 5 stars
  • Performance
    4 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Susan
  • 2018-12-28

Excellent Material

The information was excellent. Anthony’s voice was a little monotone, but I got used to it. Maybe he should consider using an energized reader next time.

  • Au global
    2 out of 5 stars
  • Performance
    2 out of 5 stars
  • Histoire
    2 out of 5 stars
  • Jason
  • 2018-12-19

Just not that good

There really isn’t anything earth shattering or new here. The title caught my eye, the content is “Ho-hum” at best. It was also hard to listen to, the author didn’t show any emotion whatsoever, and almost seemed bored by his own book. Maybe it’s a better read than a listen.