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The Center for Sales Strategy Blog

Five Ways To Get More Case Studies

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Almost everywhere I go I hear managers and salespeople say, “Yeah, case studies are very valuable.  We need to get more case studies.” So why don’t more sales operations have more case studies? What’s holding them back? I can tell you what prevents most sales teams from having enough case studies:

  • Case studies require some level of client participation. While your client may indeed be pleased with what you have done, they are busy, and taking time out their busy day to write or even provide information to someone in your organization is not an “A” priority for them.
  • Your sales team probably doesn’t know who to nominate. Too often we are focused on making the next sale and not focused on what we did well in the last sale.  
  • While most people agree taking time to gather information for case studies is important, it’s not urgent. So it never gets done.

So, how do you address these problems?  Here are some ideas:

Topics: case studies Sales

Three Steps to Generating Quality Case Studies

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The need for quality case studies has never been greater than it is right now. B2B salespeople are encountering more competition than ever before, and they are working harder to earn the business and attention from both their prospects and their current clients. There’s a lot of information out there online, and businesses are increasingly conducting their own research and independently garnering information that allows them to evaluate your products and services. 

Topics: business development case studies business relationships new business development Sales

How a Local Radio Station is Using Inbound Marketing to Generate New Revenue for 2016

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From the moment I started working with the team at Zimmer Radio & Marketing Group, I had a feeling they were going to do a stellar job with inbound marketing. Then, once I met with them at their office in Columbia, Missouri for our Inbound Marketing & Sales Strategy Workshop, which kicked off our partnership, I was convinced.

Collectively, they “got it” and understood that because the advertising buyer’s experience has changed, the role of the media salesperson had to change too. As a LeadG2 and The Center for Sales Strategy Consultant, it’s always exciting to work with a company who not only wants the results but is also willing to invest their time and money to get the job done. And in this case, not only because they want to grow new revenue, but also because they care about their advertisers and the people they work with. They believe in educating them and being a true partner to small and large businesses alike. They understood that inbound marketing is more than a campaign here and there or a great keyword strategy. It’s about creating a conversation with potential and current customers. It’s about being a thought leader, making an impact in their industry, and reaching buyers appropriately in the sales process.

I’m not writing this article to simply brag about my awesome client (though they are pretty awesome). I’m writing this to let other media companies know they can improve the way they communicate with prospects, and they can get real, tangible results by implementing the right strategy and the right tools.

Topics: case studies inbound marketing media

3 Things Every Successful Seller Should Have

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Three of the best things you can have as a salesperson are also the three things that seem the most difficult to get ahold of. Referrals, testimonials and case studies have all helped a salesperson at one time or another either get a great first appointment, or to help set appropriate expectations. But, I still get asked time and time again how one can go about getting more referrals, testimonials or case studies. The challenge is, you, as the salesperson, are the only one who can make any of this happen!

Topics: referrals case studies Setting Appointments sales strategy Sales