Podcasts about eat their lunch winning customers away

If you do competitive analysis by stalking your competitor's website, then creating a table to compare features, and then writing down their value prop and main messages.... this is for you. This time on The Growth Hub, we're talking to Andrew McCotter-Bicknell, Head of Competitive Intelligence at ClickUp, so we can find out how to actually do competitive analysis.

Anthony Iannarino, the founder of B2B Sales Coach & Consultancy, is recognized as one of the foremost thought leaders of value creation. Anthony's unique gift of powerful business acumen causes sales teams to gravitate to him, as they quickly see selling is a conversation and a lot easier than making it. Anthony's invaluable insight of how to leverage value in our highly commoditized world helps clients elevate their competitive disposition to drive more revenue and build better long-term client relationships. These results are achieved by the frameworks, tools, and methodologies Anthony has developed that sales leaders and sales teams find it highly easy to use and simple to apply. Anthony is also a bestselling author, as recognized by Amazon and USA Today. His newest release is Eat Their Lunch – Winning Customers Away from Your Competition. In 2017 he released The Lost Art of Closing – The Art of Winning the Ten Commitments That Drive Sales, and his first book in 2016 was The Only Sales Guide You'll Ever Need.

Anthony Iannarino is a writer, author, speaker, and a sales and leadership trainer. His primary work is in human effectiveness and transformation. Anthony publishes a blog post daily at www.thesalesblog.com, a practice he has kept for twelve years. He is the author of three bestselling books that are documenting a modern sales approach. His first book is The Only Sales Guide You'll Ever Need, a book that provides salespeople with a blueprint for success. His second book, The Lost Art of Closing: Winning the Ten Commitments that Drive Sales is a guide to effective client communications that allows salespeople to close deals faster. His third book, Eat Their Lunch: Winning Customers Away from Your Competition is the first book on displacing your competitors and winning new business. All three books are bestsellers and have been translated into 20 languages. In this interview, Anthony Iannarino shares exclusive insight about the following topics: 1 Why caring is the superpower in sales 2 How to adapt our sales approach in today's world 3 How to be a person that others gravitate towardsWith Brainz Podcast Host: Mark SephtonHope you'll enjoy the episode! Our GDPR privacy policy was updated on August 8, 2022. Visit acast.com/privacy for more information.

Anthony Iannarino is the highly respected international speaker, bestselling author, entrepreneur, and sales leader behind The Sales Blog, an all-around sales platform that specializes in the planning and execution of complex B2B sales strategy. He is the founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Apart from being a top thought leader in sales strategy, he is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results.Focusing on helping professionals of each business reach their full potential, Anthony discovered his talent for coaching in 2007 while he was growing the sales force of his second staffing firm and came into a realization that he could contribute greatly into the development of a company’s sales culture. From blogging about complex selling processes, he gravitated towards B2B companies facing challenges in sales force management and performance. As a result of his professional speaking, consulting, and workshop facilitation, he developed the trademarked methodology that has been proven instrumental in helping sales organizations achieve revenue goals. Anthony graduated Summa Cum Laude from Capital University, earning his BA in Political Science and English Literature. He also attended Capital University Law School and acquired Harvard’s version of an executive MBA from Harvard Business School, OPM. Anthony has published three books - The Only Sales Guide You'll Ever Need, The Lost Art of Closing: Winning the Ten Commitments That Drive Sales, and Eat Their Lunch: Winning Customers Away from Your Competition - available in all major bookstores. Grab a copy of his free eBook - How to Sell Without a Sales Manager by clicking this LINK.Find out more and reach out to Anthony Iannarino through the following links:Websites:https://thesalesblog.com/http://www.solutionsstaffing.com/LinkedIn - https://www.linkedin.com/in/iannarinoJoin the Sales Hustle Community! Text “Hustle” to 424-401-9300!If you’re listening to the Sales Hustle podcast, please subscribe, share, and we’re listening for your feedback. If you are a sales professional looking to take your sales career to the next level, please visit us at https://salescast.co/ and set a time with Collin and co-founder Chris.Please make sure to rate and review the show on Apple.

Most recently on The Marketing Book Podcast to discuss his book, Eat Their Lunch: Winning Customers Away from Your Competition, sales strategist, keynote speaker and bestselling author Anthony Iannarino joins the (hopefully) limited time series, Authors in Quarantine Getting Cocktails to talk about being quarantined in Columbus, Ohio, his former life as as a lead singer for an LA hair metal band and the appropriate approach to selling in a pandemic world. Cheers! Click here for show notes! https://www.salesartillery.com/authors-quarantine-cocktails/anthony-iannarino

Sales, Competition, Creative, Leadership, Accountability   Summary   Does the creative plane deny there being such a thing as competition? We'll look at that in our Thought of the Day. And in our interview segment, Anthony Iannarino looks at operating on the creative plane of sales when it comes to competition. That and more on today's show.   Bob's Thought of the Day   We'll explore:   A powerful reminder from Wallace D. Wattles' 1910 classic, The Science of Getting Rich, to operate on the “creative plane” rather than on the “competitive plane.” Why it is indeed important to understand your competition. The difference between focusing on your competition and being aware of them.   Interview with Anthony Iannarino   You'll discover:   What it means to create compelling differentiated value. Practical ways to develop a competitive advantage. The difference between a red ocean strategy and a blue ocean strategy. The biggest obstacles to competitive displacement. The biggest mistake salespeople make when pursuing a new account. How to offer value to your potential client in your first meeting. The difference between the CEO of the problem and the CEO of the company. How Anthony's OutBound 2019 event can help salespeople and sales managers. The link between leadership and accountability. Click to Tweet   #Competition is healthy. It means that it's a contest to see who can innovate, who can create the greatest value, and who can take better care of the customer. Everyone benefits from it. @iannarino #sales The CEO of the problem is the highest-level person who actually cares about the results you can help them produce. @iannarino #leadership Leadership is taking #accountability for producing a result. @iannarino   Interview Links   TheSalesBlog.com OutBound 2019 (If you register for the Main Event on April 24-25, be sure and use coupon code: GoGiver100 to get $100 off the registration fee.)Eat Their Lunch: Winning Customers Away from Your Competition by Anthony IannarinoThe Lost Art of Closing by Anthony Iannarino The Only Sales Guide You'll Ever Need by Anthony Iannarino Anthony's BlogHire Anthony to Speak“In The Arena” PodcastCourse: B2B Sales Toolkit  Course: Sales AcceleratorFree ResourcesConnect with Anthony on Facebook Connect with Anthony on LinkedIn Follow Anthony on Twitter Follow Anthony on Instagram Anthony's YouTube channel   Resources   The Go-Giver Influencers Facebook LIVE Show Order The Go-Giver Influencer Sell The Go-Giver Way Audio Program GoGiverSalesAcademy.com The Go-Giver Leader TheGoGiver.com GoGiverSpeaker.com Burg.com How to Post a Review  

Anthony Iannarino, bestselling author of The Only Sales Guide You’ll Ever Need, and The Lost Art of Closing: Winning the Ten Commitments that Drive sales, and now, Eat Their Lunch: Winning Customers Away from Your Competition, joins me again on this episode.

More often than not, in sales, growing your business means taking market share from your competitors, while they try to do the same to you. However, disrupting your competition is no easy task. On today’s show, we speak with Anthony Iannarino, B2B sales coach, and Author of Eat Their Lunch: Winning Customers Away from Your Competition who tells us how we can find and hold onto the long-term competitive advantage. https://www.myasbn.com/small-business/growth-strategy/create-long-term-competitive-advantage-anthony-iannarino-author-eat-lunch/

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.

On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most weeks), you know the book is titled “Eat Their Lunch: Winning Customers Away from Your Competition.” It’s a book about competitive displacement, or put more directly, “stealing your dream clients from your competition.” Eat Their Lunch is a book about living, thriving, and surviving in the red ocean, where there is fierce competition, where clients want to commoditize what you sell, and where you are necessarily a large part of the value proposition (and in many cases, the largest). When someone writes a book, they have something they absolutely must share, some question they must answer, some problem they need to solve, or some complicated knot they are attempting to unravel. When you think about sales, there aren’t too many things more difficult than taking your dream client away from a competitor they believe is satisfying their needs. It’s not that they don’t have a compelling reason to change, but rather they don’t think they have a compelling reason to change. Unless and until you help them believe they need to do something different, you are not going to have an opportunity to win your dream client away. You also can’t wait to win your dream clients. In the past, it was customary to wait patiently for your dream client to become dissatisfied enough to let an RFP or rummage through a box business cards to invite different companies in to present to them. This behavior, waiting passively and being reactive, is how you become a commodity. Here’s the terrible truth about commoditization: If you act like a commodity, your dream client will treat you accordingly. The right approach for both of these problems is to get on your front foot, to be proactive, to dictate the tempo, to control the narrative. Is Eat Their Lunch for You? When you write a book proposal, you are supposed to include a section to describe the audience for your book to the publisher. The wrong answer is “everyone.” The right answer is a small niche that is large enough to publish a book profitably. It's Not For You If . . . If you want to know how to speak poorly about your competitor, this book is not for you. I offer the opposite advice. The best way to “eat their lunch” is to say nice things about your competitor and then differentiate yourself and your approach. If you want tricks and shortcuts that will provide you with a result without any effort on your part, I am afraid I am going to disappoint you. Eat Their Lunch is practical and tactical, and the frameworks require disciplined effort on your part. It's For You, For Sure However, if you are the kind of person who wants to know how to create so much greater value than their competitors that their dream clients will switch providers, Eat Their Lunch will show you how to do so. If you want to make ideas like Challenger and selling with insights actionable, the chapter on capturing mind share will provide you with a framework and exercises that will allow you to do so. Prospecting isn’t an event. Prospecting is now a campaign, where you professional persist and pursue your dream client over time. If you want to know how to professionally persist effectively and use your greater value creation to capture mind share and gain appointments with your dream clients, you’ll find the strategy in Eat Their Lunch. For me, discovery is now about helping the client discover something about themselves. If you want the newest and sharpest lens for understanding your client’s real challenges, Eat Their Lunch will stretch you, and in doing so, give you a much clearer view, one that opens up opportunities and creates an advantage. It will help you see what is invisible to your competitor. You know how there seem to be more people involved in every deal and how it is getting more difficult to manage this process? If you want a framework for understanding who these people a...

On Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most weeks), you know the book is titled “Eat Their Lunch: Winning Customers Away from Your Competition.” It’s a book about competitive displacement, or put more directly, “stealing your dream clients from your competition.” Eat Their Lunch is a book about living, thriving, and surviving in the red ocean, where there is fierce competition, where clients want to commoditize what you sell, and where you are necessarily a large part of the value proposition (and in many cases, the largest). When someone writes a book, they have something they absolutely must share, some question they must answer, some problem they need to solve, or some complicated knot they are attempting to unravel. When you think about sales, there aren’t too many things more difficult than taking your dream client away from a competitor they believe is satisfying their needs. It’s not that they don’t have a compelling reason to change, but rather they don’t think they have a compelling reason to change. Unless and until you help them believe they need to do something different, you are not going to have an opportunity to win your dream client away. You also can’t wait to win your dream clients. In the past, it was customary to wait patiently for your dream client to become dissatisfied enough to let an RFP or rummage through a box business cards to invite different companies in to present to them. This behavior, waiting passively and being reactive, is how you become a commodity. Here’s the terrible truth about commoditization: If you act like a commodity, your dream client will treat you accordingly. The right approach for both of these problems is to get on your front foot, to be proactive, to dictate the tempo, to control the narrative. Is Eat Their Lunch for You? When you write a book proposal, you are supposed to include a section to describe the audience for your book to the publisher. The wrong answer is “everyone.” The right answer is a small niche that is large enough to publish a book profitably. It's Not For You If . . . If you want to know how to speak poorly about your competitor, this book is not for you. I offer the opposite advice. The best way to “eat their lunch” is to say nice things about your competitor and then differentiate yourself and your approach. If you want tricks and shortcuts that will provide you with a result without any effort on your part, I am afraid I am going to disappoint you. Eat Their Lunch is practical and tactical, and the frameworks require disciplined effort on your part. It's For You, For Sure However, if you are the kind of person who wants to know how to create so much greater value than their competitors that their dream clients will switch providers, Eat Their Lunch will show you how to do so. If you want to make ideas like Challenger and selling with insights actionable, the chapter on capturing mind share will provide you with a framework and exercises that will allow you to do so. Prospecting isn’t an event. Prospecting is now a campaign, where you professional persist and pursue your dream client over time. If you want to know how to professionally persist effectively and use your greater value creation to capture mind share and gain appointments with your dream clients, you’ll find the strategy in Eat Their Lunch. For me, discovery is now about helping the client discover something about themselves. If you want the newest and sharpest lens for understanding your client’s real challenges, Eat Their Lunch will stretch you, and in doing so, give you a much clearer view, one that opens up opportunities and creates an advantage. It will help you see what is invisible to your competitor. You know how there seem to be more people involved in every deal and how it is getting more difficult to manage this process? If you want a framework for understanding who these people a...

Anthony Iannarino is a highly respected international speaker, bestselling author, entrepreneur, and sales leader, joining us today to discuss competitiveness in Field Sales. One key thing that high-performing and successful salespeople share regardless of their industry, is that they embrace their competition, rather than let it intimidate them. In this episode, Anthony talks about how you can differentiate yourself in Field Sales and outperform your competitors.   Here are some of the topics covered in this episode: Why competition is important in sales Key skills that will set you apart from the competition The mindset you need to outsell your competitors A secret productivity hack and best books to read for salespeople Sales trends and how to stay competitive in the future   Learn how you can differentiate yourself and outsell your competition with this killer territory plan!   You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast.   About the Guest: Anthony Iannarino is a founder and managing partner of two closely-held, family-owned businesses in the staffing industry, leading both entities in strategic planning while growing sales. Anthony is best known for his work at The Sales Blog, which has helped him gain recognition as a top thought leader in sales strategy. He is also the designer of Level 4 Value Creation™ and Building Consensus, methodologies that help sales organizations achieve transformational, breakthrough results. In each business, Anthony is focused on helping professionals reach their full potential. In 2007, while growing the sales force of his second staffing firm, he discovered a knack for coaching, and realized that he could make enduring contributions to a company’s sales culture. He began blogging about complex selling processes, and gravitated toward B2B companies facing challenges in sales force management and performance. His transition to professional speaking, consulting, and workshop facilitation led to the development of a trademarked methodology that has proven instrumental in helping sales organizations achieve revenue goals. Throughout his career, Anthony has helped people in a wide variety of industries and markets think through and overcome their biggest business challenges. His greatest strength is in getting others to build consensus around what must change, and identify the resources within themselves that will drive positive results. Be it through the delivery of staffing solutions or sales strategies, Anthony is a trust builder who focuses on leading transformational conversations, those that create and sustain relationships of value. He is a natural mentor who brings the business acumen, situational knowledge, and experience to each engagement, and lays a solid foundation for future growth. Anthony is the author of ‘The Lost Art of Closing: Winning the Ten Commitments That Drive Sales’ and ‘The Only Sales Guide You’ll Ever Need’. He’s also hosting the ‘In the Arena Podcast’ where he interviews top sales leaders about B2B and B2C sales strategies.   Stay tuned for Anthony’s new book ‘Eat Their Lunch: Winning Customers Away from Your Competition’, releasing October 16th!   Sales Blog: http://www.thesalesblog.com/ LinkedIn: https://www.linkedin.com/in/iannarino Twitter: @iannarino   Check out more episodes here.