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Eat Their Lunch

Winning Customers Away from Your Competition
Written by: Anthony Iannarino
Narrated by: Anthony Iannarino
Length: 6 hrs and 25 mins
4 out of 5 stars (4 ratings)
Price: CDN$ 30.70
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Publisher's Summary

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

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  • Overall
    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 of 7 people found this review helpful

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  • 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!!

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  • Anonymous User
  • 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.

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  • 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.

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  • richierich
  • 2018-12-27

Helpful ideas to Eat their Lunch

This book details the ways to nurture your dream clients and eat your competitors lunch. All salespeople should strive to be Level 4 sellers, the days of Level 1 leading with products are long gone. The salesperson is the value proposition!

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  • 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.

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    1 out of 5 stars
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  • ASHOK HN
  • 2018-12-12

pure unadulterated BS

author talks and talks of his book, of what it would do, on and on. after many chapters, just gave up. it's not the money that I lost, but precious time.

1 of 2 people found this review helpful

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  • D-Mac
  • 2018-12-08

Very hard to listen to

The Author/Narrator has a unenergetic voice and deadpan delivery. Most of the book is regurgitated from other sales books.

1 of 2 people found this review helpful

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  • Brandan
  • 2018-12-01

Like Watching Grass Grow. Hard Pass

Seriously, pass on this one. Save your credits. If you must have this information, buy the book. I think this is my first audible review and I’ve never felt so compelled to write one.

I want to like this book because I work in a very commoditized industry where price is king and the lowest bidder often wins. This book, by its description, sounds like a perfect guide on how to excel in that exact type of environment.

Unfortunately, I may never know if that’s the case, because listening to Anthony read this book makes me want to slowly insert ice picks into both my ears.

It’s like I’ve been transported back to grade school, where everyone reads in the same, low-pitch monotonous tone and ends every sentence with a downward inflection. I can’t concentrate and glean any information from what he’s saying, so I end up rewinding it, only to fall off the wagon midway through the same paragraph.

I can only imagine that listening to this book is akin to what it must be like to read a 1,000 page government bill or technical manual.

1 of 2 people found this review helpful

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    5 out of 5 stars
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  • Anonymous User
  • 2018-11-20

Impact Results

This book and his other books have profoundly impacted me, my clients (and the value I bring them) and my peers.
Like Iannarino's other books, this one gives us framework for implementation, examples and actionable steps. While it is excellent on its own, the concepts build on those taught in his previous books.

This book is for hunters looking to up our game. It's for those of us who want to be the go to advisor in our industries, helping our prospective clients strategically transform their business results.