Building a Sales Growth Engine · Companion Tool · Chapter 4 · Foundation
Differentiator Grid
Claim → mechanism → proof. A claim with no mechanism is a slogan; a claim with no proof is a liability. This grid flags both.
Your grid, graded
The bar (Chapter 4)
Could a competitor say this too? Keep only what survives with a mechanism and a number. Example of one that survives: "We care about quality — dedicated account recruiters who only work your roles — 88% 90-day retention vs. a 72% industry average."
From Building a Sales Growth Engine by David Searns and Victoria Kenward. The full toolkit and workbook are free at growthenginebook.com. Want help building your engine? Talk to the team behind it:
