Customer case studies and success stories are still among the most in-demand items in a sales rep’s toolkit. But to influence prospects, they have to be compelling and hard-hitting. How. . .
This past week, I was down with a cold. And while it was tough to work, and even harder to come up with new blog ideas, my radar for customer. . .
“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. . .
Walking through the Denver airport last week, I couldn’t help but notice the cute dog on this wall ad. After admiring the dog, I realized the Xerox ad features a customer,. . .
Every day, we encounter new stories – on TV, in books, movies and magazines, and in discussions with others. Nearly all of them build toward an end result, which isn’t. . .
Today’s the first day back to school where I live. Neighborhood kids are donning their new backpacks, books and shoes. Homework isn’t just for school kids. Now’s the perfect time. . .
Ever heard this popular expression regarding presentations? “Tell them what you’re going to tell them. Tell them. And then tell them what you told them.” Or something along those lines.. . .
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. . .
Several times a week, an appeal for funds from a charity (or alma mater) arrives in my mailbox or inbox. The same organizations contact me over and over. It’s annoying,. . .
Picking up from my last post commenting on Hubspot’s “27 Marketing Lessons B2B Marketers Should Know,” here’s another tip from Hubspot that ties directly with customer case studies: “Content is precious. Repackage existing. . .
Last week, the Hubspot blog ran a story with lessons from the MarketingProfs B2B Forum, “27 Marketing Lessons B2B Marketers Should Know.” I picked up some fresh new tips and. . .
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. . .
Ever played a carnival horse racing game? To get your mechanical horse to move forward toward the finish line, you have to roll a ball into little holes, hoping to. . .
I have a confession. I’m bad at math. Writers and marketers out there, I know some of you are with me. We were the spelling bee champions, the honors English. . .
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. . .
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. . .
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,. . .
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. . .
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. . .
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. . .