Synopsis: 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.
LightSail includes up to 6,000 high interest, LexileⓇ aligned book titles with every student subscription. Other titles are available for individual purchase.
Watch the power of
Lightsail in action
SUPPORT GROWING READERS
Immediately Engage Students
Simple intuitive design has classrooms reading within minutes.
Exponentially Grow Reading Time
Students love the LightSail experience and naturally spend more time reading.
Accelerate Literacy Development
Students reading 25 minutes a day on LightSail are seeing 2+ years of Lexile growth in a single year.
LightSail Education is a comprehensive LexileⓇ and standards-aligned,
literacy platform and digital
library. Including multimodal learning functionality and featuring books from leading publishers,
holistically assesses and nurtures each student on their reading and writing-to-learn journey,
elementary, middle, and high school.
*LightSail offers a 2,000 or a 6,000 title bundle with its student subscriptions. Other titles are available
for individual purchase.