Eat Their Lunch - Anthony Iannarino
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Eat Their Lunch - Anthony Iannarino
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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.
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