Post Archive:

Customer Stories…Make a Tractor Interesting?»

Most of us – for better or worse – have had a fast-food hamburger. It usually arrives in paper, often drippy and with an already soggy bun. The burger gets the job done,. . .

THIS is How to Organize Case Studies Online»

In sales and marketing, it’s the ultimate question. How do you get the right information in front of a prospect at the right time? It’s especially tricky now that customers. . .

Writers: How to Referee Style Rules»

During the NFL playoffs, referees’ calls can ultimately decide a win or loss. Their job is to know the rules and make sure that players follow them. But sometimes their. . .

In a Visual Industry? Tell a Visual Case Study»

We tell stories with words. But also with pictures. In fact, depending on your industry, images can be just as important as the narrative. If you’re a graphic designer, or. . .

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. . .

Are Your Case Studies ‘Human’ Enough?»

Every night, I watch the national evening news for a quick summary of what’s going on in the world. Whether the story’s about war or the weather, the reporters almost. . .

How to Tweet Your Customer Stories»

Can 140 characters lead to more leads and sales? Absolutely. There are countless tales of Twitter wins these days. Several companies I follow on Twitter are Tweeting about their customer. . .

Will Customers Nominate Themselves as Stories?»

If asked, will customers submit themselves as possible case study or success story candidates? From consumer-products companies to B2B to nonprofit organizations, many now actively solicit stories with self-service “Share. . .

4 Must-Have Pieces to Ease the Customer Case Study ‘Ask’»

Just like a sales pitch, it’s essential to be organized when approaching customers about participating in case studies and success stories. They want to know exactly what’s involved, how you. . .

Can a Case Study Help You KEEP a Customer?»

Compelling customer case studies and success stories do many things… Close a sale Land PR Generate leads Upsell to existing customers Train new sales reps and employees Can we add. . .

Giving Away Books – For Your Success Stories on Using Case Studies»

Some people collect stamps, coins, dolls or Pez dispensers. But I collect success stories. Specifically, I collect stories about how companies are using customer case studies and success stories in. . .

What Works in Customer Success Stories: The Online Intro Page»

Content marketing is about giving audiences access to the TYPE of content they want to consume. For customer success stories and case studies, increasingly that means multiple formats – written. . .

no image

Marketing-Sales Collaboration on Case Studies»

In most companies, producing a steady stream of customer case studies and success stories depends on sales and marketing teams working together. Yet, it doesn’t always go smoothly. Pick up. . .

Managing Customer References – An Interview with Joshua Horwitz of Boulder Logic»

I’m pleased to bring you an interview with Joshua Horwitz of Boulder Logic, which makes an enterprise customer reference solution. He founded Boulder Logic in 2003 after working in marketing. . .

Video Customer Case Studies – Empowering the Viewer»

The ease and viral nature of video makes it a compelling format for sharing a customer’s story. While it seems nearly everyone nowadays understands video is a powerful communications tool,. . .

Right #5 of Case Studies that Compel & Sell – Right Results»

Customer case studies play several roles – credibility, education, and last but not least, validation. Prospects need to see the specific value that a product or service delivered. Ideally, that’s. . .

no image

Right #4 of Case Studies that Compel & Sell – Right Angle»

Every year, Bike to Work Day – where I live – takes place at the end of June. This year, it’s this Wednesday. And every year, the local newspaper covers. . .

Case Study Interviewing – Team up for One Power Interview»

If you’re making full use of a customer’s success story, you’re telling that story in multiple places – case studies, success stories, press releases, videos, webinars, white papers, and more.. . .

When a “Dated” Case Study is OK»

Rarely do I include dates in a customer story. Numbers such as dates or specific product release versions can make a story look outdated more quickly. However, if you want. . .

no image

What IT People Really Think about Success Stories»

The folks at the Reference Success blog pointed me to a recent article about IT pros’ opinions of case studies, success stories and references. Scott Vaughn, VP of Marketing at. . .