Stories that Sell

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

Stories that Sell

Barbara has spent years working in customer advocacy and is the author of the forthcoming book, Advocate Marketing: Strategies for Building Buzz, Leveraging Customer Satisfaction and Creating Relationships. “If

FAQ 58

The Small, Big-Impact Piece Missing from Case Studies

Stories that Sell

But while I have been working IN writing, I haven't always worked ON my writing. It's just in the past couple of years that I have started working on my writing again. At age 16, I walked into my small town's local newspaper and asked if I could write for them.

The Risk of Stripping Down Customer Case Studies

Stories that Sell

A couple of weeks ago, I bought the Varidesk, a desk-topper that allows me to raise my keyboard and monitor higher so that I can STAND when working, whenever I want. Yet what works for one company may not work for another. In my household, we''re having a newspaper war.

Why You Should Never Interview Your Own Customers

Stories that Sell

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? A few years ago, high on the belief in the power of customer success stories, I set out to create some of my own.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. B2B Marketing.

5 Trends in Customer Case Studies – An Interview with Projectline

Stories that Sell

"People working more in the IT department of an organization want to know how it's working, the ins and outs. What's new with customer stories and where are we headed? That's the question I recently asked Erica Hansen, director of customer engagement at Projecline.

Supercharge Your Sales Conversations with Story

Stories that Sell

For a service credibility story, I might tell what activity made my most recent sales workshop in Orlando work so successfully. Sometimes case studies are better used as a send-ahead or leave behind – the written story works when you’re not there.

One Case Study Helps Land FIVE Major Customer Awards

Stories that Sell

I worked with Acxiom to help the company and United document the story. Never doubt the power of a single case study or the positive impact for the featured customer.

You Look Good When Your Customer Looks Good

Stories that Sell

Does it work? Here are three objectives that have grabbed the attention of some of the very senior customers I''ve worked with: 1. Getting those premier candidates to want to work for a company requires communicating the benefits to them. A guest post by Val Stephen.

VALS 61

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. B2B Marketing.

Survey Says…Customer’s Voice Most Effective Content Marketing Tactic

Stories that Sell

The survey asked members of the 50,000+ B2B Technology Marketing Community on LinkedIn about what''s working, who creates content and what kinds, and how marketers measure results.

Customer Videos 101: How to Score a Killer Sound Bite

Stories that Sell

” 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.

Customer Case Studies: More Effective, Loss Costly

Stories that Sell

But now, there's more evidence that they not only work, but also that they're one of the least expensive content marketing options out there. Time and again, I've posted on the effectiveness of customer case studies.

The Ugly Duckling of Case Studies – The “Not-for-Public-Use” Story

Stories that Sell

This month, I worked on two non-public case studies for one client. They feature somewhat different information, such as what assets were used in the sale, objections the prospect had, and how the sales reps worked through the deal with the new customer.

B2B Marketing Trends for 2016

Ambal Balakrishnan, Head of Marketing and Strategy, Click Documents [link] B2B Marketing Trends for 2016 9 Take Content Marketing to the Next Level Get Over Our Fear of Video 75% of executives watch work-related videos at least once a week, and. B2B Marketing.

Survey Says…Case Studies Still Influential in B2B Tech Purchases

Stories that Sell

We 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.

How Customer Case Studies Drive Traffic to Company Sites

Stories that Sell

After all that work, how do you use the heck out of a case study to engage prospects and customers? A glowing customer success story is a coveted piece of marketing collateral, but case studies are not always easy to create.

Calling ALL Customer Reference Programs – Become Relentlessly Efficient

Stories that Sell

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. Normal.

Want to Write Case Studies? How Technical Do You Need to Be?

Stories that Sell

Where’s the Work? Technology case studies where the audience is technical but it''s still not that complex - Probably most of my work falls into this category. But I don''t need to know how the software works, the code behind it. By Casey Hibbard.

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

Stories that Sell

Are you relevant to my work? People work with people they can relate to and identify with.

The 4 Elements of a Technology Customer Case Study

Stories that Sell

The customer case study uniquely demonstrates that a technology works well in a customer's environment and the experience has been positive. It's no wonder that customer case studies are a staple in marketing and selling technology products and services.

Case Studies: When Measurable Results AREN’T Necessary

Stories that Sell

A customer success story I'm working on right now features an anecdote instead of a measurable result. "Chris Strouth tweeted "sh*t, I need a kidney" then got one." " Whoa, what?

Happy Customers Tell Their Stories – Live and In Person

Stories that Sell

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.

Can You Doctor Customers’ Quotes?

Stories that Sell

They are pleased to indicate that the featured solution works well for them, and they're happy, but don't change their words to make it sound like it's the best thing that ever happened to them. In journalism, a person's direct quote is sacred.

Chasebuzz Site Features 2000+ ICT Success Stories

Stories that Sell

"Working in sales for IT solutions for more than 10 years, companies asked, 'What kind of references do you have?'" What if buyers had just one place where they could find customer success stories across multiple vendors?

Sites 31

Quiz: Is it a Case Study or a White Paper?

Stories that Sell

Customer case studies and white papers alike serve to educate prospects about how something works, whether that's a piece of technology, a consulting engagement, or the experience of getting your kitchen remodeled.

How to Cue Up Hard-Hitting Customer Quotes

Stories that Sell

If you need to know why the customer chose the vendor, insert the question in the draft: "Why specifically did you choose to work with [vendor name]?" There are times when, magically, customer quotes are exactly what you dreamed they would be.

Eek, My Own Process Broke Down!

Stories that Sell

After 11 years of working on customer stories, I've become set in my ways. 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.

Chase Those Customer Stories – Before Treasured Contacts Leave!

Stories that Sell

Knowledge and experience about working with your products and services resides with people, and when those people leave, so too goes the information. What a difference a couple of months makes. Earlier this summer, I was talking with a friend/associate about customer stories.

Story Musings from the Depths of a Bad Cold

Stories that Sell

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? This past week, I was down with a cold.

How to Cut Case Study Approval Times by 75%

Stories that Sell

You can spend a healthy sum and 1-2 days’ worth of work crafting a beautiful tale of a customer’s positive experience with a product or service. But customers usually don’t like surprises in the form of a case study that hardly anyone knew was in the works.

Are You Leaving the Icing off Customer Case Studies?

Stories that Sell

2. The “why”: Why did another customer choose to work with a certain vendor, over other options? By some cruel twist of fate, I have a restricted diet. No dairy for me, and right now, no wheat.

Doubt the Power of Customer Stories Today?

Stories that Sell

Why do customer success stories work? Why are they more important than ever? And how do you create quality video customer stories for your marketing efforts? I am honored to be a featured expert for The Light Group , a digital media company.

Customer Stories in Action: Clarity.fm

Stories that Sell

This approach works well and is consistent with the focus on individuals. The overview box - You''ve got to have a summary box, and this one works well with Quick Facts, Clarity Stats, Core Results and ROI.

Customer Case Studies: Above All, It’s a Conversation

Stories that Sell

It doesn’t always work out that way, but in my experience of having written nearly 400 customer case studies, it does often enough. It’s a bit more work, but it’s still fun. By Martha Maroney, Principal, Trimar Communications.

How to Showcase Customer Stories – in Context – on Your Web Site

Stories that Sell

From the following main page, users can take links to interactive environments where they can choose to look at various customer stories, such as "design work" or "development approaches."

The 3 Can’t-Miss Pieces of Any Consulting Case Study

Stories that Sell

The goal is to give buyers insight into what they might experience in working with a particular consultant. You’ll want to highlight the unique approach that the consultant takes in working with a specific customer. What has worked for you in consulting case studies?

Getting Measurable Results on the Hard-to-Measure

Stories that Sell

The organizational development consulting firm works with medium-sized to large companies in cross-cultural environments on organizational change, team development, or individual development – all areas that aren’t simple to measure.

Dear Vendor: You’re Not Helping Me Buy from You

Stories that Sell

What’s it like to work with a vendor? Do they do quality work? Last month, we did what we never expected: we bought a fixer-upper home – we, who can change a light bulb but do little else. Only a few square feet have been updated since our home was built nearly 30 years ago.