Post Archive: Case studies in the sales process
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. . .
This Case Study Trend is HUGE»
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. . .
Why Some Buyers Don’t Look at Case Studies»
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. . .
Do Buyers Still Read Case Studies?»
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. . .
Survey Says…Case Studies Still Influential in B2B Tech Purchases»
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. . .
How HP Case Studies Cater to Readers and Skimmers»
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. . .
The #1 Question to Ask Before Starting Any Case Study»
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. . .
The Resume is Dead: The (Story) Bio is King»
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,. . .
Kronos Spotlights Dozens of Customers through Expanded Reference Program»
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. . .
8 Traits of Sales-Win Stories»
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. . .
The 4 Elements of a Technology Customer Case Study»
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.. . .
Why Companies Need to F-R-E-E Their Case Studies»
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. . .
Traits of the Perfect Success-Story Interviewee»
“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. . .
How, When and Where Buyers Want Case Studies»
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. . .
Nuture Leads – Feature Customers on Webinars»
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 References Trim the Sales Cycle»
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. . .
Customer Presented on Your Behalf? Do More with a Live Case Study»
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. . .
Selling More to Current Fans with Case Studies»
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.. . .
Radio Interview: The Why and How of Customer Success Stories»
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. . .
Podcast: Case Studies to Build Trust and Sales»
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. . .