I’m not a big fan of paying a lot of attention to your competitors in the B2B sales process. I’ve found that time is much better spent focused on your key markets, the personas you are trying to attract and understanding their problems at a deeper level. By obsessing about your customers and the problems they aren’t able to solve that you can, you gain the natural ability to stand out and speak their language. When you focus on your competitors, you’re more likely to commoditize yourself and...
