| | | Stories that Sell | |  Personalization + Work | 13 articles |
| Page 1 of 1 | Previous | Next | STORIES THAT SELL SEPTEMBER 11, 2012  Supercharge Your Sales Conversations with Story But if you’re a sales person, you may still be wondering how exactly you’ll weave stories into your next face-to-face sales call. The marketing team has provided you several written case studies of client success stories, and your sales boss has asked you to “throw in a few personal anecdotes, too.” A guest post by Andrew Nemiccolo. First, Ask Instead of Tell. | STORIES THAT SELL JUNE 28, 2011  The Resume is Dead: The (Story) Bio is King Are you relevant to my work? People work with people they can relate to and identify with. Trust comes from personal disclosure. The personal branding industry has only muddied the waters. By Michael Margolis. Gone are the days of “Just the facts, M’am.” Instead we’re all trying to suss each other out in the relationship economy. Do I share something in common with you? | | | | | |
| STORIES THAT SELL OCTOBER 13, 2011  Survey Says…Case Studies Still Influential in B2B Tech Purchases We all work hard to create attractive content. Buyers get case studies from web sites - Web sites are the most common place to get case studies, with personal contact and direct response following next. But just how useful is it in actually influencing buyers? Of course, I want to know, what's going on with customer case studies? Case studies/success stories. Podcasts. Video. E-books. | STORIES THAT SELL MAY 2, 2012  Happy Customers Tell Their Stories – Live and In Person How does it work and what do you need to take into consideration? As you've heard here before, a customer's story can be used for much more than just collateral or for website content. Live presentations are one of the hottest ways to showcase customer stories - and all the more powerful when the happy customer does the presenting. From speaking presentation to a written/video case study. | STORIES THAT SELL JANUARY 8, 2013  Customer Videos 101: How to Score a Killer Sound Bite ” The “reality” of reality television is this - capturing killer bites that promote your product, solution, or service TAKES WORK. Your Prep Work: Before conducting an interview, write out open-ended questions that help draw out the customer’s story. If they look frozen in person, trust me, they’ll look 10 times more rigid on camera. Excited? | STORIES THAT SELL JUNE 20, 2012  Quiz: Is it a Case Study or a White Paper? The primary focus is one customer's experience with a product, service, solution or person. Focuses on one customer's experience with a product, service, solution or person. Every couple of weeks it seems, I see someone confuse customer case studies and white papers. People frequently call case studies "white papers," and vice versa - even marketing folks. Why the confusion? | | | | | | | |
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STORIES THAT SELL | TUESDAY, AUGUST 3, 2010  The ‘Tell ‘Em, Tell ‘Em, Tell ‘Em’ Approach to Case Studies
Personally, I love ending a case study with a quote that’s the equivalent of a big bow around the whole story – something that truly encapsulates the customer’s experience. If not, try, "What would you tell others about your experience of working with ABC Company?" 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. Why should we repeat ourselves? Because people have short attention spans. The Body Copy. MORE >> -
STORIES THAT SELL | THURSDAY, FEBRUARY 21, 2013  Being a Successful Freelancer: 25 Things I Learned the Hard Way
You’re out of shape and out of the habit of working out. There’s plenty of work to go around. Don’t take lack of response personally. Be a partner, not a sales person. When you feel like you have the freedom, don’t work with clients that are disrespectful of you or your time. Normal. false. false. false. EN-US. mso-add-space:auto;line-height:normal">. mso-add-space:auto;line-height:normal">. mso-add-space:auto;line-height:normal"> “If it was easy, everyone would do it.” ” mso-add-space:auto;line-height:normal">. MORE >> -
STORIES THAT SELL | TUESDAY, JUNE 8, 2010  Today’s Prospects Evaluate You on These 4 Criteria
Unlike many sales gurus, she focuses on buyers’ mindsets and how to work within them. In SNAP Selling, Jill introduces four factors that need to be at the forefront of sales reps’ mind when working with crazy-busy people – those with "Frazzled Customer Syndrome." iNvaluable : In a world of copycat products and services, the value you personally bring to the relationship becomes essential. Sales isn’t what it used to be. Prospects are more overwhelmed than ever before. That’s the basis for Jill Konrath’s new book, SNAP Selling. MORE >> -
STORIES THAT SELL | THURSDAY, APRIL 21, 2011 Eek, My Own Process Broke Down!
After 11 years of working on customer stories, I've become set in my ways. It was an awesome coincidence and opportunity to interview them in person. Study the featured products and services to truly understand how they work and benefit customers. In the customer story process, you can't miss any bases on your way to home plate. And with good reason. I've refined my step-by-step process for creating case studies and success stories and usually stick to it religiously. One step happens before the next, and if not, the story might suffer. shouldn't have been surprised. MORE >> -
STORIES THAT SELL | TUESDAY, MARCH 26, 2013  Calling ALL Customer Reference Programs – Become Relentlessly Efficient
Put on your “Busy Work Binoculars” and be honest, what things do you do or commit to that grind the clock rather than spitting out a public or private customer reference to help the company grow (IFDH - INSERT FAVORITE DELIVERABLE HERE)? THE PHONE - IT STILL WORKS. As soon as your brain processes the fact that you’ve been ignored or stood-up, dial the person’s phone number and talk to them. Normal. false. false. false. EN-US. guest post by Jamie Diamond. STOP DROP and ELIMINATE. Yes, I said stop, which is the opposite of doing. Still nothing. MORE >>
- Can You Doctor Customers’ Quotes? STORIES THAT SELL | WEDNESDAY, DECEMBER 7, 2011
- Customer Presented on Your Behalf? Do More with a Live Case Study STORIES THAT SELL | WEDNESDAY, JULY 21, 2010
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