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Description
Eat Their Lunch: Winning Customers Away from Your CompetitionThe 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
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.Binding Type: Hardcover
Publisher: Portfolio
Published: 11/06/2018
ISBN: 9780525537625
Pages: 240
Weight: 0.90lbs
Size: 9.20h x 6.20w x 0.90d
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Product Reviews
★★★★★ 5
Indestructible bully toy
Color: Blue
We have a bully that chews through everything, believe it when I say, he loves this n it is still in one piece. Where I put treats in it or not. He’s also able to play tug of war with is brother with this toy. I will be buying additional ones!
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Reviewed in the United States on May 16, 2026
★★★★★ 4
Durable, Dogs love it
Color: Red
My Frenchie is a crazy chewer and can chew up a nylabone in a day, so I was looking for something that would last longer. So far this is holding up, and is pretty durable. Both my dogs like it a lot, it’s easy for them to grasp, and chewable but still very tough material. I suspect at some point it’ll wear down, but not for a while. The size was just as described / expected. Not too small and not too big
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Reviewed in the United States on May 23, 2025
★★★★★ 5
Great for aggressive chewers!
Color: Blue
Our aggressive chewers love these! Very durable.
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Reviewed in the United States on June 8, 2026
★★★★★ 3
NOT FOR PLAYING CATCH.
Color: Blue
This toy is quite heavy, making it good for a chew toy or for fetch, but not for catch. It could very easily injure your dog as it damned near did mine.
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Reviewed in the United States on May 19, 2026
★★★★★ 5
Peanut butter delivery system
Color: Blue
My big dog loves this bone. I run PB down the middle on one side when we go out. He loves it and brings the bone to us when we return to play :gimme that bone.”
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Reviewed in the United States on June 3, 2026
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