Stories that Sell

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Why You Should Never Interview Your Own Customers

Stories that Sell

It's just 30-60 minutes of time, and reps can be part of the rest of the process. A few years ago, high on the belief in the power of customer success stories, I set out to create some of my own. I'd already created hundreds of case studies for others, so why wouldn’t I create my own to show the value of working with me? The "why not?" Get Some Distance. Get Over Hang Ups.

The Small Marketer’s First Steps to a Customer Advocacy Effort

Stories that Sell

A few years ago, I delightfully observed as a client started a customer advocacy program. What’s that, you might ask? It’s an effort to go beyond one-off case studies and reference calls to engage with customers who are willing to serve as advocates for your products and services in a variety of ways. Impressive. Why Your Business Needs an Advocacy Program. How Advocates Engage with Your Business.

FAQ 47

Arm Your Sales Team with Customer Success Slides

Stories that Sell

Case studies in the sales process customer case studies Customer success stories customer success slides It''s 9 a.m. and your sales rep is preparing for a big meeting with a hot prospect in two hours. The rep is building a PowerPoint with all the key differentiators about your company. What examples can she share of current customer successes? Instead, make it easy for your sales reps.

Case Study Copywriters: Juggle More for Your Clients

Stories that Sell

Instead, consider handling more of the process for your clients. When you deliver writing, design and project management, it means fewer invoices for clients to process, fewer emails and fewer tasks on their lists. When we want to stock our kitchen, our family shops at three different grocery stores. High maintenance? Probably. We want what we want. But at times it’s exhausting.

Content Methodology: A Best Practices Report

connection processes based. Content methodology is a process to continuously improve the effectiveness of a. with strong content processes, measurement tools, and enterprise-wide buy-in. process, bolsters the larger Raymond James brand. processes and. Evaluate existing processes and. processes are needed. Content. Methodology: A Best. Definition II.

Survey Says…Case Studies Still Influential in B2B Tech Purchases

Stories that Sell

Share: B2B marketing Case studies in the sales process customer case studies Customer success stories Value of Customer StoriesWe all work hard to create attractive content. But just how useful is it in actually influencing buyers? Of course, I want to know, what's going on with customer case studies? Again, this year's just-released report didn't disappoint. Case studies/success stories.

Why Some Buyers Don’t Look at Case Studies

Stories that Sell

In the name of collecting leads, we''re interrupting the sales process and likely ticking off prospects in the process. The Sales Process Has Changed. A VP of sales at a software company told me recently that prospects call them, ready to talk, after doing their own research. That’s the reality of the sales process today, with many of the things we buy. When you interrupt the natural flow of a prospect’s research, you’re taking control of the sales process at a time when buyers may not be ready to give it up. Locked. The door''s locked.

The Resume is Dead: The (Story) Bio is King

Stories that Sell

In the process, you’ll discover a greater potential to shift how you see yourself and how the world sees you. Note from Casey Hibbard:While I’m out on maternity leave until the end of July, this blog will feature a summer guest blogger series with content from experts in marketing, organizational storytelling and writing. By Michael Margolis. Gone are the days of “Just the facts, M’am.”

Zahmoo: The Online Story Bank

Stories that Sell

You need a process for capturing them, and a place to do so. In an organization, a single, powerful story can help land new business, get PR, win awards, train new sales reps, and reinforce the company's vision among all employees. Yet so many stories go unrecorded - and lost as people leave the company. It lets you. Collect stories from folks throughout your organization in one place.

Evangelizing a Content Marketing Program

efficiencies in the process.” 4. What processes need to be in place with. process, hierarchy, and consistent publishing cadence. It’s something we call the Content Flywheel, the visualization of a process in which key content. ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY1 The Ultimate Content Strategist. All rights reserved. Introduction 4 II. Why This Guide 6 III.

How HP Case Studies Cater to Readers and Skimmers

Stories that Sell

Share: Case studies in the sales process Case study design Case study writing customer case studies Customer success storiesOver and over, we hear that most buyers don't really read marketing copy, but rather skim it. So how does that affect the way you present customer stories? First, that may not always be true. Some skim while others want to read more. On a web summary, do the same.

The 4 Elements of a Technology Customer Case Study

Stories that Sell

Share: Case studies in the sales process Case study writing case studies for technology companies technology case studiesIt's no wonder that customer case studies are a staple in marketing and selling technology products and services. Technology is complex, pricey and usually requires decent time to ramp up. On top of that, it demands ongoing support when something goes awry. That's my list.

The #1 Question to Ask Before Starting Any Case Study

Stories that Sell

Share: Case studies in the sales process Case study writing customer case studies Customer success stories Writing Customer StoriesA customer story can't just be interesting or results-oriented. It also needs to sell. Even more critically, it needs to influence the intended audience. Going into projects, I want to understand. 1 - The client's business. What do they do, for whom and how?

8 Traits of Sales-Win Stories

Stories that Sell

Just as in a customer case study, a sales-win story typically features a single customer and goes into depth about the sales process. Savvy sales teams share customer success stories to move prospects further toward a purchase decision. But customer case studies aren't the only type of story that can help a rep close a sale. Who did sales reps talk to? How long was the sales cycle?

Staffing and Launching Your Content Marketing Program

butchering it in the process, I’ll just share her recommendation in full: ULTIMATE CONTENT STRATEGIST PLAYBOOK CONTENTLY9 Say you’re going to a dinner party full of people you. At Contently, we boil this process down to the. out of the approval process as much as possible by. However, the process doesn’t bog down GE Reports’. All rights reserved. Introduction 3 II.

Eek, My Own Process Broke Down!

Stories that Sell

In the customer story process, you can't miss any bases on your way to home plate. I've refined my step-by-step process for creating case studies and success stories and usually stick to it religiously. I've blogged about my process, featured it in my book, and preach and teach it to other writers. So when I experienced an unintentional breakdown in my own usual process, it was a harsh reminder that I have been doing it right all along. Share: Case study writing Customer success stories Managing the Process with Customers customer case studiesThe Story.

Kronos Spotlights Dozens of Customers through Expanded Reference Program

Stories that Sell

And in the process, the company uncovered some of its best stories. We understand what products they are using, get to know their pain points and know how the solution solved them - so we know if they have a really good story." Share: Case studies in the sales process Case study writing customer case studies Leveraging Customer Stories Writing Customer Stories

Happy Customers Tell Their Stories – Live and In Person

Stories that Sell

The process is then similar to creating a case study: you would need to gather background from internal vendor contacts first, and then collect information from the customer. If the vendor company is active in the process, it can get a few of its desired messages into the presentation more easily. How does it work and what do you need to take into consideration? The outline?

Chase Those Customer Stories – Before Treasured Contacts Leave!

Stories that Sell

customer case studies Customer success stories Managing the Process with CustomersWhat a difference a couple of months makes. Earlier this summer, I was talking with a friend/associate about customer stories. The web developer was excited to capture a case study on one of his customers who had a great experience with his firm. What happened? I've seen this happen dozens of times.

Study: How Much of Your Content Marketing Is Effective?

and look at their thought processes for making content market- ing decisions. Copyright © 2015 Contently. All rights reserved. By Jordan Teicher Study: How Much of Your Content. Marketing is Effective? What’s working—and what’s not—for over. 700 content marketers. CONTENTLY STUDY: HOW MUCH OF YOUR CONTENT MARKETING IS EFFECTIVE? Content marketing is having a moment. content.

This Case Study Trend is HUGE

Stories that Sell

Case studies in the sales process Case study design customer case studies Customer success stories It''s true. My eyesight isn''t as good as it used to be. But I must not be the only one who’s drawn to larger text. Case studies, and most marketing content, are going BIG. Whether it''s the customer success home page on a company''s site. yes">. yes">. Or the actual PDF of a case study.

6 Steps to a Strategic Shortlist of Featured Customers

Stories that Sell

Make it clear how much time the interview process will take, what's involved and how the resulting story will be used. "We have tons of happy customers. How do we decide which ones to feature in case studies?" When it comes to customer case studies – and business in general – too many happy customers is a great problem to have. Small, midsize, large? Time it right.

Why Companies Need to F-R-E-E Their Case Studies

Stories that Sell

Share: Tags: Case studies in the sales process Value of Customer Stories customer case studies A small software company recently ran an experiment… The company, which had been requiring registration to download its customer case studies, decided to unlock those stories on their website. Site visitors could read or download stories freely, without having to provide any information.

How to Cut Case Study Approval Times by 75%

Stories that Sell

The customer contact you interviewed may have agreed and participated in the process, yet he or she may not have the authority to consent to use the story. Asking customers to provide consent to use a case study via email has dramatically shortened the approval process. little prep work and simple processes will help your case studies sail over approval hurdles. Then, slam.

2016 Planning: How to Budget for Predictive Marketing

By creating room in your budget for predictive marketing, you can be more precise in your decision-making, increase revenue, save money, and streamline processes amongst teams

Being a Successful Freelancer: 25 Things I Learned the Hard Way

Stories that Sell

Follow the same process with the same professionalism you always do. Normal. 0. 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">. It’s absolutely true for freelancing. Be detail oriented.

How to Repackage Precious Case Study Content

Stories that Sell

If your customer wins, their story gets natural publicity through the awards process. 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 content into different formats, such as blog posts, podcasts and webinars to drive more leads." You can easily repackage customer case studies and success stories into valuable, reusable content throughout your sales and marketing communications. Blogs.

How, When and Where Buyers Want Case Studies

Stories that Sell

Not many have tried to measure the impact of stories on the sales process. For the past three years, the organization has spearheaded a B2B Technology Collateral Survey , basically asking buyers of B2B technology what marketing materials they consume during the decision-making process. They consume case studies early in the cycle – Forty-nine percent consume customer stories for the first time during the pre-sales exploration phase, with 34 percent during the initial sales process. Share: Tags: B2B marketing Case studies in the sales process Using Customer Stories

The “Leave-Behind” Doc for Asking Customers for Case Studies

Stories that Sell

Recently, I created a "leave-behind" document for a client whose process involves engaging sales reps to ask customers about participation. Just like a sales process, always emphasize what's in it for the customer, and never treat the case study as a favor the customer is doing. Throughout our lives, we rely on relationships to help us get where we want to go. What's involved?

Content Marketing 2016: Staffing, Measurement, and Effectiveness

marketing technology into a seamless process. Copyright © 2015 Contently. All rights reserved. contently.comBy Jordan Teicher Content. Marketing. 2016 STAFFING, MEASUREMENT, AND. EFFECTIVENESS ACROSS THE INDUSTRY 2Content Marketing 2016: Staffing, Measurement, and Effectiveness Across the Industry I. Introduction II. Methodology III. Key Findings IV. Results and Analysis V. But in 2015, a.

Traits of the Perfect Success-Story Interviewee

Stories that Sell

Share: Tags: Case studies in the sales process customer case studies customer success stories "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 went on to give me powerful quote after powerful quote.

Remember, and Be More Memorable – with Stories

Stories that Sell

This process creates a kind of story where characters are taking some action at each location. Note from Casey Hibbard:While I’m out on maternity leave until the end of July, this blog will feature a summer guest blogger series with content from experts in marketing, organizational storytelling and writing. By Shawn Callahan. Andi Bell is a lean, 30-something Londoner. How did he do it?

Avoid ‘The Kiss of Death’ When Asking for Your Next Testimonial

Stories that Sell

He will guide you through the whole process. By Bill Metcalf. Note from Casey Hibbard: While I'm out on maternity leave until the end of July, this blog will feature a summer guest blogger series with content from experts in marketing, organizational storytelling and writing. One of the most powerful tools in any marketing arsenal is raving testimonials from your happy clients. Victory?

Customer References Trim the Sales Cycle

Stories that Sell

Even more impressive is just how much references mean to buyers – so much that sales reps may be able to bypass other steps in the process. Share: Tags: Case studies in the sales process Customer reference management customer reference program reference management Customer case studies pull major weight among your marketing and sales materials. Moreoever, they are 2.5

B2B Marketing Trends for 2016

processes are fundamentally changing. The first generation of digital natives expects to be able to complete most of their selection process. Align marketing with sales: as buyers complete more of their journey online and sales pros get involved only later in the process, close. company sales rep, it becomes even more vital that both groups understand the buying process from.

How Kronos Finds, Showcases its Best Customer Successes

Stories that Sell

Kronos began the awards program as a way to recognize customers’ achievements, but in the process has found some of its best customer stories. It's a common conundrum for companies today.How do you uncover the best stories among your customers, and then get them to share those stories publicly? Since then, the awards program has built momentum that has even surprised Kronos.