Not many have tried to measure the impact of stories on the sales process. Savvy companies today create both to appeal to different audiences and different times in the sales cycle. Corporate websites are the #1 source for case studies – The greatest percentage of respondents indicated they obtained case studies from company web sites, compared to receiving them from colleagues, sales reps, a direct response campaign or through social media. Share: Tags: B2B marketing Case studies in the sales process Using Customer Stories It’s just really good stuff! MORE >>

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. You need a process for capturing them, and a place to do so. just learned about Zahmoo , a simple, cost-effective way for organizations to collect and keep their stories. Created by fellow story practitioner, Shawn Callahan of Anecdote , the web-based tool looks about as easy as it gets. It lets you. Share, rate, comment on and reuse stories. MORE >>

They consume case studies early in the cycle - 41 percent consume case studies in the pre-sale phase while 37 percent consume them in the initial sale period (vs. 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? Each year, I look forward to The Eccolo Media B2B Technology Collateral Survey Report , which opens the lid on how B2B technology buyers consume marketing content. Podcasts. Video. MORE >>

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. 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? It's a story that's created after the sale happens, and is captured to educate other sales reps about what it truly takes to sell the solutions. Number of people on the sales team and their roles. MORE >>

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. Before beginning customer success stories or case studies with a new client, I ask a LOT of questions of my marketing contacts - well before ever talking to one of their happy customers. Going into projects, I want to understand. 1 - The client's business. What do they do, for whom and how? MORE >>