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Eat Their Lunch
- Winning Customers Away from Your Competition
- Narrated by: Anthony Iannarino
- Length: 6 hrs and 25 mins
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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.
Critic reviews
“Consider this a playbook for how to break into your competitor’s house and steal his prized possession.” (Jeff Shore, president of Shore Consulting and author of Be Bold and Win the Sale)
“Just beating the competition is no longer acceptable. It’s about putting them in their place - second place - and keeping them there. Eat Their Lunch is direct, on point, and on the money. Your money.” (Jeffrey Gitomer, author of The Little Red Book of Selling and The Sales Manifesto)
“Iannarino takes a deep and much-needed dive into territory we don’t like to admit exists: crowded, competitive, and challenging marketplaces. If youare reading this, that likely describes your world, so do yourself a favor and read this book.” (Andrea Waltz, coauthor of Go for No!)
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What listeners say about Eat Their Lunch
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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Overall
- Amazon Customer
- 11-17-18
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....
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6 people found this helpful
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- Brian S.
- 08-15-19
Awful reader
The reader is sooo monotone. Ruining this book for me. The content is good but the reader is making it awful.
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4 people found this helpful
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- HappyHolladays
- 05-22-19
Another great sales book!
Easy reading actual usable info for the B2B sales folks. Selling with integrity, trust and values!
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2 people found this helpful
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- D-Mac
- 12-08-18
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.
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2 people found this helpful
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- Eddie
- 08-08-19
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.
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1 person found this helpful
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- Kevin
- 01-03-19
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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1 person found this helpful
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- ASHOK HN
- 12-12-18
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.
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1 person found this helpful
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- Brandan
- 12-01-18
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.
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1 person found this helpful
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- Utilisateur anonyme
- 06-15-23
Too much dragged
I struggled to finish it, too much dragged but some networking pointers are good. Don't think it is a good read.
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- Rhett Billings
- 03-23-23
Truly Outstanding
I highly recommend this book which was outstanding in every way. The author is a clear master of the subject and relates his ideas with clarity. It has helped me immensely.
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- Chris C Humphris
- 04-27-23
Thoughtful & practical field guide
Great actionable content as ever from Anthony. I particularly like his focus on delivering continuous impact and going the extra mile to truly differentiate in today's world of average performance
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- Amazon Customer
- 05-08-20
Very engaging
First audio book I have listened to until the end in a long while. I could not wait until the next chapter. Anthony puts a lot of thought into perspective and has reignited and elevated the sales process. Really thought provoking with techniques you can apply at all levels, even internally.
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- Marc C
- 03-13-19
Genius, this book is a game changer
I have listened to this book several times and every time it gets better. I discover more and more insight into how to attack your competitors clients in a professional (not creepy/stalking) way whilst maintaining control of your own. The level 4 value section is the most interesting section for me, it really makes you think how you can add more and more value to your existing and prospective clients thus proving you as the expert and trusted advisor. Every sales person should strive to hold the same values as Anthony details in this book, as a seller into a competitive B2B marketplace, a 'red ocean' if you will, this book is pure gold. With activities/homework to carry out and an online learning facility to assist, this book really is an asset to any sales persons arsenal. I just wish Anthony's other books - 'The Lost Art of Closing' and 'The Only Sales Guide You Will Ever Need' were available as audiobooks.
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- Rodrigo
- 04-01-19
Narrator put me to sleep... while I was driving!
Dont get me wrong, I'm still buying the book, content to give it a go as no question subject is interesting.
However, nit all authors are not narrators and those who are not good in telling stories must let this part of the job for someone who knows how to hold the listener attention, engage and make words sound interesting.
This dull and monotone narration makes what seems like a great book so boring. I may try reading it with the voices in my head, I'm sure those will keep me awake.
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-
Story
In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.
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Another great Anthony Iannorino book!
- By Marc Sierra on 07-07-22
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Leading Growth
- The Proven Formula for Consistently Increasing Revenue, 1st Edition
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 7 hrs and 6 mins
- Unabridged
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Overall
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Performance
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Story
In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you'll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You'll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy.
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Practical advice throughout
- By s. reed on 04-17-23
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Sales Truth
- Debunk the Myths. Apply Powerful Principles. Win More New Sales.
- By: Mike Weinberg, Anthony Iannarino - foreword
- Narrated by: Mark Smeby, Gabe Wicks - foreword
- Length: 6 hrs and 15 mins
- Unabridged
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Overall
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Performance
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Story
A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want.
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Not much content
- By Jesse on 09-17-19
By: Mike Weinberg, and others
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
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Overall
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Performance
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Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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New sales rep
- By Amazon Customer on 02-04-21
By: Mike Weinberg
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The Only Sales Guide You'll Ever Need
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 54 mins
- Unabridged
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Overall
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Performance
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Story
Anthony Iannarino never set out to become a salesman. He fell into his profession by accident, and now has turned his focus to a question that's been debated for at least a century: Why are a small number of salespeople in any field hugely successful, while the rest are stuck with mediocre results at best? Since then, and for over 25 years, he has read hundreds of books, tested countless strategies, and interviewed dozens of the best salespeople to figure out what sets the extraordinary ones apart from the rest.
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Great read
- By Helpful Review on 10-12-17
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The Lost Art of Closing
- Winning the Ten Commitments That Drive Sales
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 5 hrs and 9 mins
- Unabridged
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Overall
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Performance
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Story
Anthony Iannarino has a different approach to closing geared to the new technological and social realities of our time. In The Lost Art of Closing, he proves that the final commitment can actually be one of the easiest parts of the sales process - if you've set it up properly with other commitments that have to happen long before the close. The key is to lead customers through a series of necessary steps designed to prevent a purchase stall.
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gems buried in fluff
- By Andrey Norin on 04-13-18
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Elite Sales Strategies
- A Guide to Being One-Up, Creating Value, and Becoming Truly Consultative
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 6 hrs and 48 mins
- Unabridged
-
Overall
-
Performance
-
Story
In Elite Sales Strategies, expert sales leader Anthony Iannarino offers his philosophy about becoming a commercial success. This guidebook provides unique insights into how to approach every sale by serving your clients from a position of authority and expertise.
-
-
Another great Anthony Iannorino book!
- By Marc Sierra on 07-07-22
-
Leading Growth
- The Proven Formula for Consistently Increasing Revenue, 1st Edition
- By: Anthony Iannarino
- Narrated by: Anthony Iannarino
- Length: 7 hrs and 6 mins
- Unabridged
-
Overall
-
Performance
-
Story
In Leading Growth: The Proven Formula for Consistently Increasing Revenue, veteran B2B sales professional and coach Anthony Iannarino delivers an expert guide to enabling revenue growth in your sales team. In the book, you'll explore the fundamentals of organizational leadership, including vision, transformation, strategy, communication, and decision-making. You'll also define new frameworks for growth involving the people, planning, pipeline, and efficacy that make up your strategy.
-
-
Practical advice throughout
- By s. reed on 04-17-23
-
Sales Truth
- Debunk the Myths. Apply Powerful Principles. Win More New Sales.
- By: Mike Weinberg, Anthony Iannarino - foreword
- Narrated by: Mark Smeby, Gabe Wicks - foreword
- Length: 6 hrs and 15 mins
- Unabridged
-
Overall
-
Performance
-
Story
A blunt wake-up call to salespeople and sales leaders that debunks the myths of the latest miracle solutions and refocuses your sales strategy on a proven approach that will drive the results you want.
-
-
Not much content
- By Jesse on 09-17-19
By: Mike Weinberg, and others
-
New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
-
Overall
-
Performance
-
Story
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
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New sales rep
- By Amazon Customer on 02-04-21
By: Mike Weinberg
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Sales Management. Simplified
- The Straight Truth About Getting Exceptional Results from Your Sales Team
- By: Mike Weinberg
- Narrated by: L. J. Ganser
- Length: 6 hrs and 57 mins
- Unabridged
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Overall
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Performance
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Story
Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
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Results over Activity? Results win
- By Amazon Customer on 04-01-16
By: Mike Weinberg
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Do B2B Better
- Drive Growth Through Game-Changing Customer Experience
- By: Jim Tincher, Daniel Futter - foreword
- Narrated by: Quentin Hudspeth
- Length: 8 hrs and 10 mins
- Unabridged
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Overall
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Performance
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Story
Any business leader knows that customer loyalty is the key to a thriving business. But what if your customer is another business? Consistent research shows that most B2B companies lag behind their B2C counterparts in customer experience, primarily because of the increased complexity in serving businesses over individual consumers. Do B2B Better is a call to action for business-to-business (and B2B2C) organizations to improve their customer experience strategy, leveraging a powerful model called the CX Loyalty Flywheel.
By: Jim Tincher, and others
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Fast Forward
- Accelerating B2B Sales for Startups
- By: Martin Giese, Matthias Hilpert
- Narrated by: Nick Gallagher
- Length: 9 hrs and 46 mins
- Unabridged