199 Eat Their Lunch by Anthony Iannarino
The Marketing Book Podcast2 Nov 2018

199 Eat Their Lunch by Anthony Iannarino

Eat Their Lunch: Winning Customers Away from Your Competition by Anthony Iannarino

Click here to view the show notes!

https://www.salesartillery.com/marketing-book-podcast/eat-their-lunch-anthony-iannarino

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.

Avsnitt(579)

058 UnSelling by Scott Stratten

058 UnSelling by Scott Stratten

"UnSelling: The New Customer Experience" by Scott Stratten and Alison Kramer Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/unselling-scott-stratten

19 Feb 201637min

057 The Content Promotion Manifesto by Chad Pollitt

057 The Content Promotion Manifesto by Chad Pollitt

"The Content Promotion Manifesto: Getting the Most Out of Your Content Marketing" by Chad Pollitt Click here to view the show notes! https://www.salesartillery.com/marketing-book-podcast/the-content-promotion-manifesto-chad-pollitt

12 Feb 201637min

056 Town Inc. by Andrew Davis

056 Town Inc. by Andrew Davis

Town Inc: Grow Your Business. Save Your Town. Leave Your Legacy by Andrew Davis https://www.salesartillery.com/marketing-book-podcast/town-inc.-andrew-davis Recorded 12/15/2015

5 Feb 201634min

055 Zero Paid Media as the New Marketing Model by Joseph Jaffe

055 Zero Paid Media as the New Marketing Model by Joseph Jaffe

"Z.E.R.O.: Zero Paid Media as the New Marketing Model" by Joseph Jaffe and Maarten Albarda Click here to see the show notes! https://www.salesartillery.com/marketing-book-podcast/z.e.r.o.-joseph-jaffe

29 Jan 201634min

054 X: The Experience When Business Meets Design by Brian Solis

054 X: The Experience When Business Meets Design by Brian Solis

"X: The Experience When Business Meets Design" by Brian Solis Click here to see the show notes! https://www.salesartillery.com/marketing-book-podcast/x-brian-solis

22 Jan 201624min

053 The Content Formula by Michael Brenner

053 The Content Formula by Michael Brenner

"The Content Formula: Calculate the ROI of Content Marketing & Never Waste Money Again" by Michael Brenner and Liz Bedor Click here to see the show notes! https://www.salesartillery.com/marketing-book-podcast/the-content-formula-michael-brenner

15 Jan 201644min

052 Think Like a Rock Star by Mack Collier

052 Think Like a Rock Star by Mack Collier

Think Like a Rock Star: How to Create Social Media and Marketing Strategies that Turn Customers into Fans by Mack Collier https://www.salesartillery.com/marketing-book-podcast/think-like-a-rockstar-mack-collier Recorded 9/30/2015

8 Jan 201635min

051 Subscription Marketing by Anne Janzer

051 Subscription Marketing by Anne Janzer

"Subscription Marketing: Strategies for Nurturing Customers in a World of Churn" by Anne Janzer Click here for the episode's show notes and links.  https://www.salesartillery.com/marketing-book-podcast/subscription-marketing-anne-janzer

1 Jan 201632min

Populärt inom Business & ekonomi

badfluence
framgangspodden
varvet
uppgang-och-fall
rss-borsens-finest
svd-ledarredaktionen
avanzapodden
rss-svart-marknad
lastbilspodden
rss-dagen-med-di
24fragor
rss-inga-dumma-fragor-om-pengar
rss-kort-lang-analyspodden-fran-di
fill-or-kill
borsmorgon
kapitalet-en-podd-om-ekonomi
rss-en-rik-historia
affarsvarlden
bathina-en-podcast
dynastin