{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/61241a4bbb5d5f0014456932/61a637ea79ae56001371803c?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"Eat Their Lunch - Anthony Iannarino","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/61241a4bbb5d5f0014456932/1629974654413-44bb0e3f7aabb267eeb31c8138bc3e11.jpeg?height=200","description":"<p>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:</p><ul><li>Ranking prospective new clients not by their size or convenience to you, but by who stands to gain the most from your solution.</li><li>Understanding the different priorities for everyone in your prospect's organization, from the CEO to the accountants, and addressing their various concerns.</li><li>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.</li></ul><p><br></p>","author_name":"Daniel Locke, Zack Mofield & Ryan Pew"}