Internal sales success stories help you share best practices and strategies across your sales team, as a Denver-based employee benefits company found.
Your customer success stories are an important way of educating prospects about the value of your solutions. Likewise, internal sales case studies show your sales team the strategies and tactics other reps have used successfully.
Just as customer success stories convey the value of your solutions to prospective customers, reseller success stories help you grow your base of partners or improve the effectiveness of your existing channel.
Do you market to IT pros? If you sell a technology product or service, chances are, your audience includes IT pros—a breed all their own.
Do your frontline folks—your sales reps—have the success stories they need to answer the most common objections they hear from prospects?
Securing permission to feature satisfied customers is one of the top issues many companies face when pursuing case studies and testimonials.
Business publications are always on the prowl for powerful, detailed anecdotes about how companies are solving their business problems.
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.
While it might be tough to get your case study requests to the very top of reps’ lists, Compelling Cases has seen several strategies that help ease the process.
Choose an individual who has an established relationship with the customer—like a sales or account rep, or reseller partner—to contact that customer.