How to Remain Competitive in a Changing Sales Landscape
When discussing changes in sales, some prefer the “cat and mouse” metaphor, describing buyers as a wily prey, who need to be understood in order to be caught. But that analogy misses the point. It frames the B2B relationship in competitive terms when really it’s all about reaching a mutually beneficial agreement. If anything, your competition is… well, your competition – not your potential customer. As a more apt metaphor, you might say that the … Read more