Smart Advantage is the only sales, marketing and management consultancy focused exclusively on identifying and communicating the most important element of successful competition - your measured competitive advantage - from your customer’s perspective. Why from the customer's perspective? Because if your customer’s don't value your differentiators, then they are not relevant.
In this highly readable book, Jaynie Smith makes a compelling case for why you’re almost certainly mistaken if you think that your company’s sales and marketing pitches are relevant to customers.
Peter Drucker said “90% of information used in an organization is internally focused and only ten percent is about the outside environment. This is exactly backwards.” This may be one of the most telling business quotes of all time. We often see companies that are wrapped up in themselves. Their self-image – who they read more
Have a sales retreat coming up? Sales meeting? Perfect Opportunity. Summer Sales Training July and August – a few dates still available Relevant Selling Workshop Get your team ready to top their sales quotas—Learn Relevant Selling: Very few salespeople fully understand the value of a selling message that is truly relevant to the buyer. read more
This is sure to be a controversial message to some folks, so I will make every effort to present both sides. I know I am sticking my neck out, but here goes. As we help companies uncover their competitive advantages, often some will immediately tout their strong Net Promoter Score. I always cringe when I read more