Post Archive: 2015

How to Cut Case Study Approval Times by 75%»

When it comes to customer case studies, there is a worst-case scenario. You can spend a healthy sum and 1-2 days’ worth of work crafting a beautiful tale of a. . .

Are You Leaving the Icing off Customer Case Studies?»

By some cruel twist of fate, I have a restricted diet. No dairy for me, and right now, no wheat. So I have to find alternatives, and often those alternatives. . .

The Small, Big-Impact Piece Missing from Case Studies»

At age 16, I walked into my small town’s local newspaper and asked if I could write for them. The owner had no staff writers, and she agreed to turn. . .

Dear Vendor: You’re Not Helping Me Buy from You»

Last month, we did what we never expected: we bought a fixer-upper home – we, who can change a light bulb but do little else. Only a few square feet. . .

Another Idea for Getting No-Go Customers off the Fence»

It’s been 15 years since I wrote my first case study. And year after year since then, I hear the same challenge  from organizations as the main reason they don’t. . .

Why You Should Never Interview Your Own Customers»

A few years ago, high on the belief in the power of customer success stories, I set out to create some of my own. I’d already created hundreds of case. . .

Arm Your Sales Team with Customer Success Slides»

It’s 9 a.m. and your sales rep is preparing for a big meeting with a hot prospect in two hours. The rep is building a PowerPoint with all the key. . .