The ideas aren’t new to me (or to you, if you have read my work for a long time), but the combination into an overall strategy is novel. There are three ideas that make up the heart of the strategy to create a competitive advantage (something I have been writing more about ...
Your dream client doesn’t have any way to know whether your company is better than your competitor’s. Nor are they likely to ...
It’s easy to fall into the trap of leading and managing by the numbers. The objective numbers are real, concrete, ...
I had to consider the title Eat Their Lunch, the image of a person taking another person’s lunch in the form of a brown ...
You know who really believes that salespeople are self-oriented, smarmy, money-grubbing brutes? The answer may surprise you. ...
The person asked the question I have been asked dozens of times before. The question he asked was, “When do you give up on a ...
The competencies that were once necessary to succeed in sales have not been eliminated or replaced. That isn’t how evolution ...
Chances are, if you are going to struggle to reach your goal, the cause is to be found in your habits earlier in the year. ...
Get Eat Their Lunch: Winning Customers Away From Your Competition as an Audio Book
There is something you’ll notice about football (American football). The teams that tend to lose big games have quarters in ...
Perfection will have you waiting until everything is just so, just right. It will never be time to start because some ...
My friend, Larry, is a fire fighter. When he joined and the city placed him with a company, no one talked to him, even ...
There continues to be prognosticators on sales who believe that variable compensation is the root cause of bad sales ...
Seth Godin’s latest book “This is Marketing” is filled with industry truths that you simply can’t afford to miss hearing. On ...
My instructor gave me very clear directions. He said, “Pull the accelerator towards you.” I barely moved it and the plane ...
Consultative doesn’t mean what many salespeople believe. They believe that it means a soft approach, one that isn’t high ...
There is a type of displacement outside of removing your competitor that is equally—and in some cases—even more difficult to ...
Most people believe that producing a better result in some area of their life requires that they start doing something, that ...
Amy Franko is an author, speaker, and expert in modern selling and sales skills. She’s put her most recent observations and ...
The pattern that occurs in sales conversations is one which tends to start with a discussion of challenges or better future ...
There is a man on his hands and knees underneath a street light. He is searching for something he’s lost. A police officer ...
