Post Archive: Case studies in the sales process
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. . .
It’s true. My eyesight isn’t as good as it used to be. But I must not be the only one who’s drawn to larger text. Case studies, and most marketing. . .
Locked Let’s suppose, for a moment, that you’re in the market for a new car. You probably don’t just get up in the morning, head to a dealership, drive one. . .
The written case study still reigns. I realize that I’m not the most unbiased authority on the supremacy of the written customer case study. I earn my living writing case. . .
We all work hard to create attractive content. But just how useful is it in actually influencing buyers? Each year, I look forward to The Eccolo Media B2B Technology Content Survey. . .
Over and over, we hear that most buyers don’t really read marketing copy, but rather skim it. So how does that affect the way you present customer stories? First, that may. . .
A customer story can’t just be interesting or results-oriented. It also needs to sell. Even more critically, it needs to influence the intended audience. Before beginning customer success stories or. . .
Note from Casey Hibbard: While I’m out on maternity leave until the end of July, this blog will feature a summer guest blogger series with content from experts in marketing,. . .
The book Stories that Sell, and a recent blog post here, lauded Kronos Incorporated for its Best Practices Awards Program, an annual program to recognize customers that achieve value and. . .
Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren’t the only type of story that can help a rep. . .
It’s no wonder that customer case studies are a staple in marketing and selling technology products and services. Technology is complex, pricey and usually requires decent time to ramp up.. . .
A small software company recently ran an experiment… The company, which had been requiring registration to download its customer case studies, decided to unlock those stories on their website. Site. . .
“I could sell this for you.” That line, coming straight from the mouth of a happy customer, is music to a company’s ears. Not only is the customer satisfied with. . .
When it comes to customer success stories and case studies, real research comes few and far between. Not many have tried to measure the impact of stories on the sales. . .
This morning, a perfect example of customer case studies in action arrived in my inbox. The subject line reads: “Webinar – How IGN Entertainment Increased Self-Service Rates to Over 90%. . .
Customer case studies pull major weight among your marketing and sales materials. But they are just one way that a customer can serve as a reference for a business. Customer. . .
This week, two PowerPoint presentations came my way. My clients’ happy customers had actually presented these decks in live case studies (either in person or on a webinar). How fantastic. . .
You’ve probably heard most of these stats before. Current customers are significantly more valuable than new customers. Acquiring a new customer costs 5 to 10 times more than retaining one.. . .
This week I was honored to be interviewed by Wayne Hurlbert on his Blog Business Success radio show. Now on demand, the one-hour interview covers the role of customer success stories. . .
How do you make the most of a customer’s success story? What if you can’t name a customer? How do new FTC rules affect case studies? Get answers to these. . .