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Blog Category // Competition (2)

What You Must Do To Win

Desire to Win: You aren’t going to win if you can live with a loss. You are not going to win if there isn’t something ...
Information Disparity 2-part video series

How To Improve Your Results By Starting Strategic Sales Conversations

Over the past couple of weeks, I have had occasion to watch and listen to salespeople enter the conversation from the Left. ...

9 Powerful Ways to Help Your Clients and Create a Preference

The idea of creating value can easily be summed up as helping your clients. The more you help your clients, the greater ...

Winning Deals: How to Make Nonlinearity Your Competitive Advantage

Despite our best efforts to see both the sales process and buyer’s journey as linear, reality provides a truth that is at ...

How to Be More Competitive in Sales Now

We don’t often speak to the fact that selling is a form of competition. In a contest measured by the value the salesperson ...
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Taking Off the Training Wheels

The first time buyers and users of your product or service or solution will be disappointed by the challenges and ...

Create an Asymmetrical Advantage in Sales

Sales is a competition. It is also a zero-sum game. Most salespeople live in the Red Ocean, with fierce competition when it ...

What I Talk About When I Talk About Playing to Win

Playing the game is not the same thing as playing to win. You can play the game, simply going through the motions, without ...

Would Your Clients Even Miss You

In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote about the four levels of value: Level 1: the value ...
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Hurry Up Offense and Controlling the Clock

I am fascinated by football. I am spending more time watching games (both college and professional), and I am reading and ...

Eat Their Lunch Audio Book Available Worldwide

Get Eat Their Lunch: Winning Customers Away From Your Competition as an Audio Book

How to Make Your Deal Your Dream Client’s Priority

There is a type of displacement outside of removing your competitor that is equally—and in some cases—even more difficult to ...

Competition is Individual, Not Situational

As I was writing Eat Their Lunch: Winning Customers Away from Your Competition, I realized something about salespeople and ...
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Why You Are Overconfident in Your Forecast and What To Do About It

It is easy to believe that you are going to win the big deal you are pursuing. There is evidence available to you that ...

Why You Need to Displace Your Competitors

There is a reason to focus on competitor competitor displacement, even though they take time, and even though taking a ...

Competing for the Real Value of a Deal

It is easy to underestimate the value of a deal. When you enter an opportunity into your CRM, the value tends to be based on ...

You Need A Theory for Why Your Dream Client Should Change

One of the reasons prospecting is so difficult is because most of us swim in Red Oceans, crowded markets with fierce ...

Things That Level the Playing Field in a Competition

Your competitor might have a better product or a better price. You might believe that gives them a competitive advantage, ...

Better Than Your Competitor Today

I love the idea that you shouldn’t want to be better than anyone else, just better than you were yesterday. The problem with ...

Directly Attacking Your Competitor Creates Resistance

The weakest choice available when trying to create a compelling reason for your dream client to consider leaving their ...

Giving Up Before Your Competitor Does

There is this prospect in your territory. They’ve been with one of your competitors for years and for as long as you’ve ...
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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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