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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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★★★★★ 5
you need this in your life
Color: Rose Gold #01, Size: 1 Fl Oz (Pack of 1), Color: Rose Gold #01, Size: 1 Fl Oz (Pack of 1)
I’ve used this body liquid shimmer oil three times already for photo shoots, and it has completely become my go-to for glowing skin. If your skin ever looks dull or never quite “camera ready,” this product instantly changes that.
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Reviewed in the United States on May 22, 2026
★★★★★ 5
Will purchase again & again ✨
Color: Glistening Bronze #03, Size: 1 Fl Oz (Pack of 1)
I love this product so much! I don’t know what TJ other reviews are talking about by saying it doesn’t last long - when I apply this, it lasts all day. I did a darker shade than I thought I should but that worked out great because it makes me look tanner and makes my skin look so shiny, glittery, and even. For the price, you can’t beat this product. I get excited to put it on! Do yourself a favor & get this. You deserve to feel pretty and shiny :)
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Reviewed in the United States on May 6, 2026
★★★★★ 5
Beautiful and subtle
Color: Metallic Gold #02, Size: 1 Fl Oz (Pack of 1)
Took this on a work trip and it added just the right amount of shimmer to my skin. Very subtle just what I was looking for.
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Reviewed in the United States on May 13, 2026
★★★★★ 4
Gorgeous summer glow anytime
Color: Glistening Bronze #03, Size: 1 Fl Oz (Pack of 1)
The body shimmer is like being kissed by warm summer breeze a glow of star dust. It lights not sticky or tacky. It gloriously luxurious but simple way to step a look.
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Reviewed in the United States on April 29, 2026
★★★★★ 5
Great product
Color: Rose Gold #01, Size: 1 Fl Oz (Pack of 1)
This product is easy to use and looks great
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Reviewed in the United States on May 13, 2026