Post Archive: Case studies in the sales process
What’s Better – Customer Feedback or Vendor Success Stories?»
As buyers, we need help making decisions. There are just too many options. My last post revealed my own decision anxiety, multiplied when there are no customer reviews or success. . .
Customer Successes – Help Buyers Decide FASTER»
All week, I’ve been mulling over a few purchase decisions – comparing specs, prices and especially reading online reviews from other buyers that have gone before me. Not the impulsive. . .
(New) Storytelling Power in PowerPoint?»
PowerPoint gets a really bad rap. It seems indispensible in business presentations, yet it can be so darn boring. That’s because most presenters do it the same way – a. . .
5 Hottest Ways to Use Customer Stories in ’10»
Ever walked through the living room when someone else is watching TV (on your way somewhere else), and just had to stop right there and watch? I’d be willing to. . .
The “Stories That Sell” B-Day Give-Away»
Today’s a big day! It’s the first anniversary of the release of the book, Stories That Sell. It’s been a great year, and in honor of the occasion, I’m giving away. . .
Buyers Link to Case Studies from Blogs, Wikis»
In just the past six months, marketers have really begun embracing social media. They’re blogging, building Facebook fans and Tweeting. Yet, much of it is still experimentation. The question is,. . .
When You Need 2 Versions of the Same Case Study»
A sales rep I’m assisting with a case study has two objectives: sell network management software to other U.S. divisions of a major account, and sell to other companies like. . .
Dropping Customer Anecdotes in Sales»
I’m working with a client on creating a customer success story on one of its customers—a large, well-known resort. They need the story ASAP for a sales initiative, but the. . .
