This is the sales gravy podcast.

I'm Jeb Blunt, best-selling author of fanatical prospecting and sales EQ,

and I'm here to help you open more doors, close bigger deals, and rock your commission check.

All right, we're back for part two of my conversation with the great Anthony and Reno, the best-selling author of the hit new book, Eat Their Lunch.

And we're talking about competitive displacement.

How do you take your competitors' accounts?

Before we get started, though, I want to tell you about one of the tools that I use to take my competitors' accounts. Before we get started, though, I want to tell you about one of the tools

that I use to take my competitors' accounts. It's called Zoom Info. I love Zoom Info. It is one of my

secret weapons. And my entire sales team uses Zoom Info. And we use it because it's data at our

fingertips. We can find out anything that we want to know,

including direct dial numbers and emails for the prospects that we're chasing. And that gives us

a competitive edge when we're working to displace our competitors from their accounts. And here's

the good news. You can try Zoom info for free at Zoom.Selsgravey.com.

That's Zoom.com.

It's a sales tool that you won't be able to live without.

Now, here's part two of my conversation with Anthony and Reno on how to displace your competitors.

Thank you. Anthony and Reno on how to displace your competitors. Anthony, my next question is around strategy.

What does salespeople get wrong about competitive strategy in this type of environment?

I mean, the primary thing that they get wrong is that they believe that they can do something about their competition.

And so they'll say, well, you know, I would have won that, but my competitor had irrational pricing.

And there's no way that they can make money at that margin. And they're going to go out of business. And then you have to challenge them and say, well, they've been in business for longer than your company and somehow they're managing to keep the doors open. But even if you went to them and you said, Jeb, listen, we both work in the same territory. We both have the same industry. And I'd like to ask you, please, to raise your pricing to

something that's competitive so that I have an easier time winning deals against you. What are they

...