Differentiate yourself from the competition from "summary" of Eat Their Lunch by Anthony Iannarino
To win deals, you must differentiate yourself from your competition. This means you have to offer something unique, something that sets you apart from everyone else vying for the same business. If you don't differentiate, you become just another option in a sea of similar choices. And when you're seen as just another option, the only thing left to compete on is price. And that's a losing game. To differentiate yourself effectively, you need to understand your prospect's business and their challenges. You need to be able to articulate how your offering can specifically help them achieve their goals. This requires research and preparation. You can't just show up and expect to win without putting in the effort to truly understand your prospect...
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