Eat Their Lunch
by Anthony Iannarino
Iannarino on competitive displacement: how to win accounts from entrenched competitors with insight, level-four value creation and patient pursuit. Aggressive and strategic.
Read it if…
your market is saturated and growth means taking customers from competitors.
See the book →
Skip it if…
you sell into greenfield markets.
Try instead: The Lost Art of Closing →
Three things you will actually use
- Displacement is a long campaign.
- Create value before the opportunity exists.
- Level four: strategic outcomes.
Do this first
Pick three competitor accounts and begin a nurture campaign built on insight.
Our verdict
Competitive displacement.
See the book →
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