Are Your Market Advantages Strong Enough?


If you’re more than halfway through this process, you’ve already decided which markets you’re going to tackle and who your competition is. Now, you have to nail down how you beat those competitors in order to succeed in those markets.


If you don’t decide on which advantages you’ll use to reach new audiences, your consumers will decide for you, costing you revenue and control over your product.


Here’s what you need to know to define your market advantages and make the number in 2016.


How have we ensured we do not suffer from false differentiation? What are the three competitive advantages?

There’s an easy way to break down your options during this process. There are three main sources of competitive advantage:


  1. Price: Your products are offered at a better price than your competitors’ products.
  2. Product: Your products are more enticing or robust than your competitors’ products.
  3. Customer Experience: You establish helpful, in-depth customer relationships better than your competitors do.


If you haven’t picked one, your customers will pick one for you: Price. In other words, if you don’t provide a product that’s better than what your consumers are offering, or you don’t ensure for a helpful customer experience, your audience will force you to drop the cost of your product. Because that’s the only pull you’ll have left to reel them in.


Don’t put yourself in a position of merely reacting to audience demand. Build a Corporate Strategy that clearly communicates what you’re offering and why it’s better than what your competitors are putting into the market.Here’s how to do it.


How do I define my advantages?

In order to figure out which advantages your company should use to make the number, your Corporate team should answer these seven questions:


  1. Which of the three sources of competitive advantages should we choose: Price, Product, or Customer Experience?
  2. If we pick Price, how are we streamlining our cost model to deliver our products to market at a price lower than the competition?
  3. If we pick Product, how are we investing in our product so it is superior to the alternatives in a way that buyers value?
  4. If we pick Customer Experience, how are we creating a unique experience that our buyers are willing to pay for?
  5. How have we ensured we do not suffer from false differentiation – differentiation that is not important to the marketplace or is a false presumption of superiority?
  6. How have we ensured we do not suffer from uneconomic differentiation – differentiation that customers are not willing to pay for?
  7. How have we ensured we do not suffer from unsustainable differentiation – differentiation that is easily imitated?


To answer these questions for your team and ensure that your strategies are aligned, apply to SBI’s consultation workshop.


With your market advantages clearly defined, your team can finalize its Corporate Strategy and hand off the necessary information to the Product, Marketing, and Sales teams. This way, your company’s strategies will be aligned to most effectively hit next year’s sales targets.


Aaron Bartels

Helps clients solve the most difficult challenges standing in the way of making their number.
Learn more about Aaron Bartels >

He founded Sales Benchmark Index (SBI) with Greg Alexander and Mike Drapeau to help business to business (B2B) leaders make the number. The world’s most respected companies have put their trust in and hired SBI. SBI uses the benchmarking method to accelerate their rate of revenue growth. As an execution based firm, SBI drives field adoption and business results.


His clients describe him as a consultant who:


“Makes transformational impacts on me, my people and my business”


“Solves my most difficult problems that to date we have been unable to solve ourselves”


“Brings clarity to an environment of chaos”


“Has real world sales operations experience making him qualified to advise us on a variety of sales and marketing challenges”


“Is able to spot proven best practices that once implemented will make a material impact on my business”


“Constantly challenges status quo and compels us to act”


“Focuses on execution and driving change to stick in our environment”


“Makes good on his promises while enabling our business to realize his projected results”

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