Supporting Smart Advantage Client Case Studies

Midwest Distributor closed $1.1MM deal by leading sales presentation with competitive advantages aligned to prospect’s top buying criteria.
(See Relevant Selling – LaSalle Bristol)

Trucking company raised prices after adopting competitive advantage methodology; immediate results included a loss of only one (1) client and increased profit margins in a commoditized market.
(See Relevant Selling – Armellini Express Lines, Inc.)

Small Business Administration lender increased sales 114% in less than 12 months.
(See Relevant Selling – CDC New England)

Minimize Price As An Issue

By identifying the top buying criteria, then articulating clearly defined value propositions, sales and marketing are armed with relevant competitive advantages that build confidence and remove risk in the buying decision.

Supporting Smart Advantage Client Case Study

Worldwide tour wholesaler never touted their financial stability and 24/7 response rates until Smart Advantage revealed their customers top valued proposition. Results included a 15% increase in profits during economic downturn while competitors’ revenues dropped at an average of 50% – 60%.

(See Relevant Selling – Big Five Tours & Expeditions)

Proprietary Competitive Advantage Process

This process provides a blueprint for strategic planning, identifies resource allocation priorities, and functions as the backbone of a sales and marketing plan that effectively communicates why customers should buy from you rather than your competition. Over 150 companies have employed our process to learn what is most relevant to their customers and prospects – the only reason they’re in business. The incorporated market research methods warrant statistically valid survey results that are purged of bias, ensuring that decisions makers can align future business endeavors with 90% confidence.

Supporting Smart Advantage Client Case Study

U.K. client overhauled operational processes to align with customer needs as designed by outcomes of Smart Advantage Process and research.
(See Relevant Selling – Mila UK)

Award-winning gourmet grocer saved considerable resources when deciding not to invest heavily to improve their online ordering process after Smart Advantage Process results revealed that online ordering ranked nearly last on their list of buying criteria.
(See Relevant Selling – Straub’s Fine Grocers)