Tip of the Month Archives

Are your Case Studies LONG Enough?

Kronos Retools Case Studies after Insightful Sales Rep Feedback

6 Ways to Make a Case Study “Click” with a Hot Prospect

The Most Compelling Way to START a Case Study

Add Drama to Case Studies – the ‘Save-the-Day’ Story

7 Ways to Pitch Your Case Studies for PR

Why Aren’t You Blogging Your Customer Stories?

How Microsoft Brings Hundreds and Thousands to its Case Studies

Testimonial or Case Study- What do You Really Need?

The 5 Things Small Vendors Do to Get Big-Name Case Studies

3 Reasons to Spread Customer Stories INSIDE the Company

The 3-Minute Guide to Making Customer Stories ‘Social’

5 Ways Case Studies Can SCARE off Prospects

3 Ways Customer Success Stories Help Land Awards

Help Nonprofits Sell Better with Stories

Getting Short-Listed and Winning Work: Include Case Studies in Every Proposal

Debunking the Lead Gen Myth: 40% Conversion Rate Using Case Studies for Lead Gen

Customer Stories – When Video, When Written?

3 Ways to Get Nervous Prospects off the Fence

25 Different Ways to Use Your Customer Case Studies

A Winning Strategy for Landing Big-Name Customer Stories

7 Customer Motivators – That Don’t Include Discounts! Tried-and-True Tactics to Encourage Customers to Tell their Stories

‘Strangers with Experience’ Trump Your Own Marketing

Got a Hot Customer Story for the Media? Plan your Pitching Approach

Never a Better Time for ROI: A Primer on Getting the Numbers You Need

Case Study Writing Tip #4: Don’t “Wing” Customer Interviews

6 Ways to Maximize Your Investment in Customer Stories

Optimizing Success Stories for Search Engine

What’s in Your Success-Story Pitch Package?

A Story Makes Your Message ‘Stick’

Timing Your Customer Case Studies – Capture the Most Emotion and Detail Early in the Customer Relationship

Opportunities Missed! – Between Gap in Case Study Use and High Rate of Effectiveness

Study Reveals Business Technology Buyers’ Need for Content

What’s Your Thank-You Protocol?

Incenting Sales to Share References

Surprise! The #1 Thing Customers Want in Exchange for Reference Participation

Boost Loyalty, References with Customer Communities

Is Timing Everything when it comes to Success Stories?

Should You Ask for Stories in the Initial Sales Contract?

Evangelize Sales Best Practices with Internal Sales Success Stories

Educate Your Sales Team with Sales Case Studies

Reach Your Reseller Audience

The Nuances of Marketing to IT Pros

Make Your Case in the Face of Sales Objections

Trouble Getting Customer Buy-in? Compromise with Limited – But Still Highly Effective – Case Study Use

Repurpose Success Stories for Contributed Articles

Selling Deeper into Existing Accounts

Enhance Sales Reps’ Cooperation in Securing Customer Stories

When Securing Customer Buy-in, It Matters Who Asks

Make it Simple for Prospects: Keep Case Studies with Other Product Communications on Your Corporate Site

A Don’t-Miss Step: Formally Thank Featured Customers

Biggest Names Not Always the Best, When Choosing Customers to Feature

Compelling Stuff