first_imgPodcast: Play in new window | Download (13.3MB)Subscribe: Apple Podcasts | Android | Email | Google Podcasts | RSSOn Tuesday, November 6th, I am releasing my third book in three years. If you read this newsletter each week (or even most weeks), you know the book is titled “Eat Their Lunch: Winning Customers Away from Your Competition.” It’s a book about competitive displacement, or put more directly, “stealing your dream clients from your competition.”Eat Their Lunch is a book about living, thriving, and surviving in the red ocean, where there is fierce competition, where clients want to commoditize what you sell, and where you are necessarily a large part of the value proposition (and in many cases, the largest).When someone writes a book, they have something they absolutely must share, some question they must answer, some problem they need to solve, or some complicated knot they are attempting to unravel.When you think about sales, there aren’t too many things more difficult than taking your dream client away from a competitor they believe is satisfying their needs. It’s not that they don’t have a compelling reason to change, but rather they don’t think they have a compelling reason to change. Unless and until you help them believe they need to do something different, you are not going to have an opportunity to win your dream client away.You also can’t wait to win your dream clients. In the past, it was customary to wait patiently for your dream client to become dissatisfied enough to let an RFP or rummage through a box business cards to invite different companies in to present to them. This behavior, waiting passively and being reactive, is how you become a commodity. Here’s the terrible truth about commoditization: If you act like a commodity, your dream client will treat you accordingly.The right approach for both of these problems is to get on your front foot, to be proactive, to dictate the tempo, to control the narrative.Is Eat Their Lunch for You?When you write a book proposal, you are supposed to include a section to describe the audience for your book to the publisher. The wrong answer is “everyone.” The right answer is a small niche that is large enough to publish a book profitably.It’s Not For You If . . .If you want to know how to speak poorly about your competitor, this book is not for you. I offer the opposite advice. The best way to “eat their lunch” is to say nice things about your competitor and then differentiate yourself and your approach.If you want tricks and shortcuts that will provide you with a result without any effort on your part, I am afraid I am going to disappoint you. Eat Their Lunch is practical and tactical, and the frameworks require disciplined effort on your part.It’s For You, For SureHowever, if you are the kind of person who wants to know how to create so much greater value than their competitors that their dream clients will switch providers, Eat Their Lunch will show you how to do so.If you want to make ideas like Challenger and selling with insights actionable, the chapter on capturing mind share will provide you with a framework and exercises that will allow you to do so.Prospecting isn’t an event. Prospecting is now a campaign, where you professional persist and pursue your dream client over time. If you want to know how to professionally persist effectively and use your greater value creation to capture mind share and gain appointments with your dream clients, you’ll find the strategy in Eat Their Lunch.For me, discovery is now about helping the client discover something about themselves. If you want the newest and sharpest lens for understanding your client’s real challenges, Eat Their Lunch will stretch you, and in doing so, give you a much clearer view, one that opens up opportunities and creates an advantage. It will help you see what is invisible to your competitor.You know how there seem to be more people involved in every deal and how it is getting more difficult to manage this process? If you want a framework for understanding who these people are, what they want, and how to create a strategy to get the ones you need to “yes” at the same time, you’ll find it in chapters 7 and 8.We use words like “peer,” “consultative,” and “trusted advisor,” when we talk about how we want to be perceived by our clients. In a section on Intangibles, you will find the recipe from becoming these things for your clients. However, while you are doing so, you also need to retain your clients, protecting yourself from being displaced. You will find the answer to the problem of retaining your clients while you do the work of taking theirs from them.You can get the book now on Amazon.com, Barnes & Noble, or in bulk from the best book people on Earth, 800CEOREAD.com. But first, go to eattheirlunchbook.com to look at the bonuses available when you buy the book, things like workbooks and videos and keynotes. Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Nowlast_img read more


first_imgGadchiroli encounter toll rises to 39 Gadchiroli encounter: Security forces had ‘precise’ info about Maoist location  A former senior Maoist from the Danda Karanya Special Zonal Committee, which is in-charge of Bastar and Gadchiroli, said, “The information could have come from the Maoists who recently surrendered and their contacts. I have never seen something like this in my 22 years as a Maoist. The cadres will not retaliate immediately,and will investigate and assess their strength before reacting.” A theory has surfaced, of the rebels being drugged through their meal.However, the Boriya villagers who helped the police in recovering the bodies from the river, ruled out this possibility. They said a Maoist camp was set up near the river and there was a long gun battle on April 22.In the second encounter in Jimalgatta on April 23, six Maoists were killed. Local sources said a senior member, Nandu, who was shown to have been killed in an encounter in Rajaram Khandla area on April 23, was seen with leaders Shrinu and Sainath on April 21. A question being raised is that Nandu and five other Maoists may have been caught during the Kasansur encounter and then taken to Rajaram Khandla forest and killed.Gatepalli villagers told Gadchiroli police that eight residents are missing after the encounter. “Eight families from Gatepalli informed that these eight people, including five women, had gone to attend the wedding in Kasansur. But another Gatepalli villager, who attended the wedding, informed us that they did not go there. We have identified 19 bodies and handed over 14 to relatives,” Gadchiroli Superintendent of Police, Abhinav Deshmukh said.  At 6 a.m. on April 22, when the Maoists were unguarded, bullets started raining from all sides and grenades were hurled. Some 64 C-60 commandos had sneaked in hours ago from the Chattisgarh side. Only some Maoists could retaliate, weakly. The police picked them out one by one and shot them dead. A police source said, Sainath used the weapons of other Maoists when he ran out of bullets, three times. But he could not withstand the heavy firing and grenades.Villagers in Boriya could hear the gunshots until 3 p.m. When the guns fell silent, the police saw that it was their biggest success in the five-decade-long history of Left Wing Extremism. A total 34 bodies of Maoists were recovered from the area. Along with a second encounter on April 23 in the same district, the loss to the extremists stands at 40 dead. No chance to surrender?The police claim they gave a chance to the Maoists to surrender and opened fire only in self-defence. This version appears to be at odds with the accounts of villagers. No one was spared, including women Maoists, who were bathing in the river or the injured who wanted to surrender. Those who survived the gun battle and grenade blasts were left with no option but to jump into the Indravati. Their bodies floated for two days before a local reporter spotted them and alerted the police. There were seventeen bodies floating and photos showed burn and bullet marks.Apparently, there was a tip-off from someone inside the dalam. The wedding at the centre of the operation did go ahead on April 22. Also Read It was a perfect ambush. So perfect that even the Maharashtra police special anti-Naxal Unit, the C-60, was surprised. Thirty-four Maoists were confirmed killed. And not a single policeman. Based on many accounts, here is how it apparently happened. On April 22, a wedding was scheduled in Kasansur village in Tadgoan under Bhamragad division of Maharashtra’s Gadchiroli district. The groom was from Kasansur and the bride from Gatepalli, the native village of Maoist leader Sainath who was in-charge of Perimili Dalam and the Divisional Committee member of the CPI (Maoist). The Maoists were coming to attend the wedding. For two weeks ahead, police had information that the dalams (a dalam has 10 to 15 Maoists) headed by Shrinu alias Srikant and Sainath were moving north from Kalled in Sironcha division of Gadchiroli. A week before the wedding, they were in Perimili area conducting a series of public meetings over the crisis arising from collapse of tendu leaf sale this year.On April 21 evening, the Maoists set up camp three kilometres from Boria village. They chose a difficult terrain near the Indravati river with a steep forested slope between Maharashtra and Chhattisgarh as a defence.Also Readlast_img read more


first_imgLOOK: Venues for 2019 SEA Games WATCH: Streetboys show off slick dance moves in Vhong Navarro’s wedding View comments LATEST STORIES Kings battle Elite Brace for potentially devastating typhoon approaching PH – NDRRMC Read Next LOOK: Loisa Andalio, Ronnie Alonte unwind in Amanpulo for 3rd anniversary Protesters burn down Iran consulate in Najaf PLAY LIST 01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games UPLB exempted from SEA Games class suspension SEA Games in Calabarzon safe, secure – Solcom chief Dennis Rodman may not have been the most “rational” player on the court during his heyday, but the retired forward is now looking to be the voice of reason for a far greater cause.As tension between the US and North Korea rises due to threats of a nuclear war, the eccentric NBA Hall of Famer bared his intention to prevent such catastrophe from happening.ADVERTISEMENT MOST READ Don’t miss out on the latest news and information. “I just want to try to straighten things out for everyone to get along together,” the five-time NBA champion told “Good Morning Britain.”Rodman, of course, is one of the few people to have a relationship with North Korea’s supreme leader Kim Jong-Un, whom he has visited on multiple occasions over the past few years.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutoutREAD: Dennis Rodman returns to North Korea hoping to ‘open the door’The 56-year-old American also said that the feared dictator was “just like everybody else” and enjoyed “cool things” like singing karaoke. E.T. returns to earth, reunites with grown-up Elliott in new ad  “Every time I see him, he’s always calm, he’s always smiling, especially when he’s with family,” he told host  Piers Morgan.“We sing karaoke, we do a lot of cool things together.”Dennis Rodman has spoken about his friendship with North Korean leader Kim Jong-un: pic.twitter.com/mu592c5la7— NBC News (@NBCNews) September 6, 2017“To me, in person, without all the things that have gone on on TV and potentially a war or something like that, if you see him just sit at a table, he’s just like everybody else,” Rodman added.ADVERTISEMENT “He’s always laughing, smiling, talking to his people—that’s it.”Although he has close ties with Kim, Rodman is also an avid supporter of US President Donald Trump, whom he publicly endorsed back in 2015.“I think if the president even tries to reach out for Kim, I think it will be a great possibility,” he shared.“Things can happen if Donald Trump, if they sit down, and have some type of mutual conversation. It don’t have to be like a friendship type of conversation, just a mutual conversation saying, ‘Hi, I would love to engage in some words and politics and over the history of your country and my country and just try to start some dialogue.’ I think that’ll open up maybe the door just a little bit.”  Khristian Ibarrola /ra Catriona Gray spends Thanksgiving by preparing meals for people with illnesseslast_img read more


first_imgHer tough-girl persona almost never cracked in public.When it came time to announce her retirement, with her mother, father, sister, brother-in-law, boyfriend and support team watching from the back of a crowded room at Homestead-Miami Speedway on Friday afternoon, Patrick broke down in tears.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSSEA Games: Philippines picks up 1st win in men’s water poloSPORTSMalditas save PH from shutout“I feel like this is where my life should be headed, and sometimes we just get kind of nudged there,” she began. “Sometimes it’s big nudges and sometimes it’s little.”The 35-year-old Patrick paused several times to compose herself to announce that she will race only in the Daytona 500 and the Indianapolis 500 next year and then she will walk away from a sport where success was elusive even as she grew into a superstar with multiple labels, not the least of which was savvy businesswoman. Typhoon Kammuri accelerates, gains strength en route to PH QC cops nab robbery gang leader, cohort CPP denies ‘Ka Diego’ arrest caused ‘mass panic’ among S. Tagalog NPA Brace for potentially devastating typhoon approaching PH – NDRRMC Murray splits with coach Ivan Lendl for second time View comments “I met with her and her agent once,” Ganassi said. “I think it is a good idea for her to do, in fact I think it’s a great idea. The business-side of the deal still has to work.”Ganassi already has Cup star Kyle Larson in his camp practically begging for a shot at the Indy 500. Would he enter one-off entries at Indy for both Patrick and Larson?“I’d have to talk to Larson about that,” Ganassi smiled.Larson and Patrick are close friends, and he posted on Twitter he was happy for her following her Friday announcement: “She’s done so much for Motorsports. I’m excited for her and her future adventures!! #Namaste.”Patrick is the only woman to have led laps in both the Daytona 500 and the Indianapolis 500. Patrick ran the Indy 500 from 2005 through 2011. Her highest finish was third in 2009, and she was the first woman to lead laps in the race when she paced the field for 19 trips around the Brickyard as a rookie.Patrick was highly marketable early in her career even though wins were rare. She won the pole for the Daytona 500 in 2013, but finished 24th in the standings the last two seasons. She won her only IndyCar race in 2008, in Japan.Sponsorship trouble surfaced this year, too. When no strong opportunities for next season presented itself, Patrick decided to call it a career next Memorial Day weekend.“I think it’s awesome and it will make for a huge month of May that she’s back there,” said Stewart, who spent half of his career trying to win the Indy 500. “It would be really cool to see her face on the Borg-Warner Trophy, if she can pull that off.”Patrick had been adamant she would never return to IndyCar or the 500, but changed her mind as she realized her competitive options were dwindling.“I know I always said I’d never go back to Indy, and I was always being honest,” she said. “Well, things change. I know now you can never say never. I’d been going through this in my head and kept asking myself, ‘How am I going to get the words out and say it’s over?’ And trust me, I lost my (stuff) a few times over that. Danica Patrick cries he speaks with the media during a news conference before Sunday’s NASCAR Cup Series auto race at Homestead-Miami Speedway in Homestead, Fla., Friday, Nov. 17, 2017. Patrick will end her full-time racing career after running in next year’s Daytona 500 and Indianapolis 500. ( AP Photo/Darryl Graham)HOMESTEAD, Fla. — She started in go-karts when she was 10, and was a national champion two years later. By the time Danica Patrick turned 16, she was on her own in Europe, pursuing a racing career.Patrick was a fearless woman in a sport almost exclusively comprised of male drivers. She raced hard, sparred with her rivals off the track and rarely flinched while becoming one of the most recognizable athletes in the world.ADVERTISEMENT “But this seems right, and this seems good.”Patrick told AP she had only informed about 10 people of her decision prior to Friday’s announcement. Everyone had been extremely happy with the path she’s chosen. She said longtime boyfriend Ricky Stenhouse Jr. “has never been more excited about something about me in his life.”Stewart praised Patrick for her time at SHR, and said his team would never have expanded to four cars without her assistance. Kevin Harvick will try to win a second championship in four years for the organization on Sunday, and Stewart said Patrick has been a huge part of the team’s success.He was disappointed to learn she’s ready to stop driving.“I am happy that she is doing it on her terms, but I am sad because I feel like there are wins under her belt that she can still get,” Stewart told AP. “I thought she’d go road racing or back to IndyCar or something along those lines, because I think that’s where she can be successful.”Patrick’s fame was launched in IndyCar, and her relationship with former sponsor GoDaddy made her one of the most recognizable female athletes anywhere, from Super Bowl commercials to race days in the green-and-black firesuit. She has a winery in California, a line of athletic wear and an exercise and fitness program. Patrick said she’ll have more time to spend on those ventures after the Indy 500.Her career crossroads was put in motion when GoDaddy left auto racing after 2015, then new sponsor Nature’s Bakery was unable to fulfill its three-year commitment to SHR and Patrick. The team pieced together sponsorship all year, but the deal for Almirola next year made Patrick expendable.“I didn’t want to be pushed into anything, and everyone can relate, sometimes things just shift and change around you,” she told AP. “Especially with me and the sponsor situation. I’ve never been there before. I’ve always had a sponsor. It forces you into thinking about things and nothing was lining up easily. If I don’t feel like I can run better than where I am, then I don’t want to do it. And, there have been times that I could not have been more miserable.“That’s not why I come, and I feel like it takes away from everything else I accomplished. I don’t want to be remembered for the things that didn’t go as well. I want to be remembered for the things that went well.” Kris Aquino ‘pretty chill about becoming irrelevant’center_img Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles02:31Duterte had wanted Albayalde to take terminal leave — Go01:37Protesters burn down Iran consulate in Najaf01:47Panelo casts doubts on Robredo’s drug war ‘discoveries’01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games LATEST STORIES MOST READ Don’t miss out on the latest news and information. Patrick has known for at least a month that she will end her career next season at the Indianapolis 500, a decision that will bring her full circle and return her one last time to the storied track that made her famous. Discussing her decision with The Associated Press a few hours before her announcement, Patrick was giddy with excitement and thrilled at the chance to take one more spin around Indianapolis Motor Speedway.Patrick told AP it took her many months to come to the realization her career is all but over. Once she accepted it, she began putting together plans for “The Danica Double” over the last several weeks.“Nothing that was being presented excited me, then about three weeks ago, I just blurted out, ‘What about Indy? Let’s end it with the Indy 500,’” she said. “This ignites something in me. But I am done after May. Everyone needs to put their mind there. My plan is to be at Indy, and then I’m done.”Patrick would not reveal who she will drive for in either race next year, but Chip Ganassi Racing is the likely ride at Indy. Ganassi has room to field additional cars — he’s scaling down from four full-time cars to two next year — and would give Patrick a car capable of winning. Roger Penske and Michael Andretti both have full lineups announced for next year’s Indy 500.Patrick will not be driving in the Daytona 500 for Stewart-Haas Racing, team co-owner Tony Stewart told AP. Patrick moved from IndyCar to NASCAR after the 2011 season, and has been racing Cup cars for SHR since 2012.  She is being replaced after Sunday’s season finale at Homestead-Miami Speedway by Aric Almirola.ADVERTISEMENT Read Next Japan ex-PM Nakasone who boosted ties with US dies at 101 Stronger peso trims PH debt value to P7.9 trillion Kammuri turning to super typhoon less likely but possible — Pagasalast_img read more