Eat Their Lunch

By: Anthony Iannarino

Narrated by: Anthony Iannarino

Length: 6 hrs and 25 mins

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

Awful reader

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

2 people found this helpful

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 person found this helpful

Another great sales book!

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

1 person found this helpful

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 person found this helpful

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 people found this helpful

For Account Execs AND ESPECIALLY Account Managers

What's cool about this book is that while many sales books are focused on simply the processes of generating brand new business, this focuses on building long-term relationships with current clients as well as displacing competitor relationships for the win. It's a perfect match to books like New Sales Simplified or Fanatical Prospecting.

Good Content

This book has some extremely helpful content. However, the presentation is very dry. I do believe the author is very knowledgeable in this but my recommendation is to have someone narrate it that has more inflection and can keep a listener's attention.

Great info-Drab narration

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

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.

Great Book

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

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.

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.