Compelling Cases Tip of the Month Archive
Ensure case studies get results and that you manage the process as smoothly as possible with customers. Get from-the-trenches tips on creating and using customer stories in our monthly e-newsletter.
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Trouble Getting Customer Buy-in?»
Do you have the perfect customer success story to tell, but just can’t get your customer to go on record?
Repurpose Success Stories for Contributed Articles»
When selling to prospects, there’s nothing more compelling than your customers’ success stories. Same goes when pitching to the media. Business publications are always on the prowl for powerful, detailed anecdotes about how companies are solving their business problems.
Selling Deeper into Existing Accounts»
Those who sell know that “warm calling” is the way to go. Unlike cold calling, warm calling typically involves approaching a contact of one of your existing contacts, making for a warmer introduction.
Enhance Sales Reps’ Cooperation in Securing Customer Stories»
This month’s tip was inspired by subscriber Jane Nunnikhoven of Blast Radius. Jane asked, “With so many competing priorities, particularly the ever-present sales target, how do you get the case study to the top of the sales rep’s to-do list?”
When Securing Customer Buy-in, It Matters Who Asks»
When someone we know and trust approaches us with a request, we’re likely to respond quite differently than if the same request comes from a stranger. The same goes for approaching customers about being featured in case studies.
Make it Simple for Prospects: Keep Case Studies with Product and Services Information on Your Corporate Site»
By their very nature, customer case studies are designed to make a “case” for your company, products and services. They complement and support your presentations, demos and other communications.
