Practical Sales Training™ > How To Convert > The Smarter Spend Test
What is it?
The Smarter Spend Test is a simple but powerful way to evaluate whether your marketing or business budget is being used effectively. The question at the heart of the test is:
“Where else could you spend the same money to get a better result?”
By asking this, you compare the real return on your current spend against potential alternatives. It helps you identify waste, improve ROI, and make smarter decisions about where to invest your resources.
How does it work?
The Smarter Spend Test works because it reframes spending as a choice, not a commitment. Many businesses continue to spend money in the same channels simply because they always have. This test forces you to ask if there is a better use for the same budget.
It highlights:
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Opportunity cost: Every pound spent in one area could have been used somewhere else.
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ROI focus: It moves the discussion from cost to return on investment.
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Clarity: It makes it easier to see whether a spend is actually delivering results.
For example:
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Instead of spending £5,000 a month on trade shows, could the same £5,000 in targeted digital ads generate more leads?
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Instead of £2,000 on print flyers, could you invest £2,000 into video content that lives online forever?
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Instead of £10,000 on generic brand awareness campaigns, could you invest £10,000 in sales training that directly increases conversion rates?
How can you use it?
You can apply the Smarter Spend Test across your business to improve efficiency and ROI:
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Marketing campaigns: Compare different channels (social, SEO, email, events, print) to see which generates the most impact for the same budget.
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Sales investment: Test whether training, tools, or new hires deliver a stronger return.
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Operations: Assess whether technology or automation could achieve better outcomes than manual processes.
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Budget planning: Use the test before renewing any contract or committing to new spend.
The principle is simple. Do not ask only “what will this cost?” Ask “what else could we do with the same money?”
Example
The software HighLevel show you how WORSE off you will be if you buy the components of their offering from other providers separately.
See also
