Not sure if the zinc lozenges actually help reduce cold symptoms, or we just think they do. 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 stories kept on working. There are a lot of cold remedies out there, and who knows what really works? But in our house, we turn to Cold-EEZE. But while popping a Cold-EEZE, I discovered a little coaster-size card in the box. It's a customer testimonial, and a good one. What makes it good? The testimonial itself - while short - still tells a story. MORE >>

Throughout our lives, we rely on relationships to help us get where we want to go. In middle school, it may start with enlisting a friend for help: "Will you ask so-and-so if he/she likes me?" When you provide a "leave-behind" document, you empower your sales or account rep with valuable information that helps customers understand the benefits of case studies and speeds the decision-making process - and strengthens relationships all around. " In a job search, we ask friends to introduce us to professional contacts they know at certain organizations. MORE >>

Customer case studies – featuring engagements with real customers – help set consultants apart from the competition, but ONLY IF they contain certain messages. In the classic movie, The Wizard of Oz , Dorothy and the group finally arrive at Oz only to learn that the great Wizard is only a man running controls behind a curtain. It’s not any sort of magic afterall. When companies sell consulting services, there’s a similar dynamic; they promise lots of great end results but really, what’s going on behind the curtain? Not all consultants are created equally. MORE >>

But customer case studies aren't the only type of story that can help a rep close a sale. Create a rich database of sales win stories to help train new reps and keep current reps sharp and productive. Savvy sales teams share customer success stories to move prospects further toward a purchase decision. Many companies create sales-win success stories to document what was behind a particular sale. Who did sales reps talk to? How long was the sales cycle? What approaches did they use? What challenges did they face? In fact, they're quite proprietary. Conduct internal interviews. MORE >>

heard this just a couple of weeks ago while interviewing an IT manager at a hospital about their new help desk system. "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 the solution, but the customer has become a true evangelist. He was genuinely a fan, and in the heat of talking about what he loves about the software, added the line above. He went on to give me powerful quote after powerful quote. If only all customer interviewees could be so pumped. MORE >>