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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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4.0 ★★★★★
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Product Reviews
★★★★★ 5
Very comfortable chair!
Color: Black
This office chair is a great addition to my bedroom. It offers really nice comfort because of its thick and cushioned back which helps make long hours at a desk much more enjoyable. The adjustable height is really nice as it makes this chair extremely versatile. The armrests are sturdy and positioned well for typing or resting your arms. They also move back if you don’t like them. The assembly was straightforward and didn’t take long as the instructions were clear and easy to follow. The wheels roll really nice and don’t get stuck. This chair is really comfortable and nice.
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Reviewed in the United States on March 3, 2026
★★★★★ 5
Very Comfortable
Color: Black, Color: Black
Very easy to assemble , only 7 steps, and the tools are included.Great quality , material quality is high.The cushion supports my lower back. Very comfortable.price is reasonable.
WAS THIS REVIEW HELPFUL?YesReportShare
Reviewed in the United States on May 2, 2026
★★★★★ 5
great
Color: Black
Excellent chair for shorter users! The seat height and lumbar support fit perfectly, providing great comfort even after long hours of work. The PU leather looks sleek and is easy to clean. The wheels roll smoothly, and the 360° swivel works perfectly. Assembly was simple and quick.
Great quality and amazing value for the price. Highly recommended!
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Reviewed in the United States on March 2, 2026
★★★★★ 5
Very sturdy
Color: Black, Color: Black
Good comfort level ✔
The seat cushion is soft but doesn't sag, and the armrests also provide some cushioning.
Easy to clean ✔
The leather surface can be easily wiped clean with a damp cloth, making it ideal for use on tables with drinks or snacks.
Simple installation, clear instructions
"The cushions on the chair back and armrests are soft enough, not too hard.
It offers good value for money; the price is reasonable, but the seating comfort is better than I expected.
"Suitable for daily office work or study."
The seat cushion is very comfortable, and the back support is excellent.
Adjustable height, smooth
The chair is sturdy No shaking
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Reviewed in the United States on March 4, 2026
★★★★★ 5
Comfortable chair
Color: Black, Color: Black
I wanted an all black out chair to match my cabinets and this chair fits my needs. It was easy to install took me about 20mins or so.
Quality is great, the base is made out of metal hence very solid, it came with the polyurethane wheels, rolling on the hardwood floor is very smooth. Seat and arm rest have thick foam paddings makes it very comfortable to seat on and lean back. Adjustable recline tension and height adjustment. Great chair.
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Reviewed in the United States on April 25, 2026
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