Tag: Eat Their Lunch

Much of the time, those of us in B2B sales find ourselves competing with a rival for a client. Someone wins, and someone loses. Because this is true, you have to play the game to win. Here are nine rules to help you compete and beat your…

Your marketing department provides you with a slide deck outlining what is changing in your client’s world as a way to start a conversation with your dream client. They intend to help you pass “the relevance test,” proving you belong in the room…

Recently, a salesperson asked me how I know the frameworks in my three books work, but particularly the ones in Eat Their Lunch and The Lost Art of Closing.

I had a slide deck professionally designed. The outcome for this deck was answering the…

People often challenge me about my ideas in Eat Their Lunch, but mainly about the concept of Level 4 Value Creation and Entering the sales conversation from the right instead of the left (imagine Level 1 is on the left side of a slide, and Level 4…

We don't often speak to the fact that selling is a form of competition. In a contest measured by the value the salesperson creates, there is a winner and a loser. The victory often goes to the salesperson and sales organization who can solve the…

For the last couple years, people who live outside the United States have complained to me that my books are not made available in their countries. The reason the…