Can Case Studies Help Your Business?

Fill the Funnel

Case studies often serve a different business building purpose than email. What Is a Case Study? According to a wiki definition, a case study is: 1. A cloud storage company may write a case study on moving document storage from local hard drives to the cloud.

All Data is Not Created Equal: Independent Case Study Proves Why Quality Beats Quantity

DiscoverOrg Sales

Join the webinar: All Data is NOT Created Equal : An Independent Case Study Comparing ZoomInfo and DiscoverOrg Email Accuracy. The DiscoverOrg vs. ZoomInfo case study. WEBINAR] A Use Case for Data Quality: Join DiscoverOrg’s Steve Breyerton and SalesFolk’s Heather Morgan.

Trending Sources

Sales Selection Experiment - a Must Read Case Study

Understanding the Sales Force

In this case they chose the 5 students with the best scores - and teamed them up. In this case they chose 5 students with the best scores for Desire and Commitment and teamed them up. Understanding the Sales Force by Dave Kurlan This kind of story doesn''t happen every day.

Case Study: 3 Ways this Sales VP Uses Social Selling

Sales Benchmark Index

Our case study is about a Sales VP Steve McKenzie. Social Selling is hot. We get requests to explain how sales reps use social to generate revenue. It seems all the focus is on your sales reps. But how does a Sales VP use social selling? How are you planning for Social in 2014?

New Social Selling Case Study

Sales Benchmark Index

Here is a new social selling case study we wrote for you. Case Studies Social Selling Referrals

Case Study: How a Company Hurt its Business with a Change in the Comp Plan

Sales Benchmark Index

This is a story of how a bad comp plan can ruin a sales force. In 2011, P&O Cruise lines cut is commission rate from 12% to 5%. The CEO was upset with the rampant discounting used by his sales team. So he cut the commission rate in half. The sales force revolted and sales plummeted.

Case Study - Which Sales Approach is Really More Effective?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan I haven''t been completely transparent in some of my recent articles. I have continued to urge readers how important it is to sell using a consultative, buyer-focused methodology and a formal, structured sales process. This helps to shorten the sales cycle, increase closing percentages and most importantly, differentiate, allowing you to sell value instead of price. Well, at least that''s what I have been writing. What have I really been doing?

Salespeople Who Like CRM – Case Study 1

Score More Sales

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A Case Study on Bridging the Sales and Marketing Gap

Sales and Marketing

Issue Date: 2014-07-23. Teaser: SnapRetail, a marketing automation solution provider for independent store owners, struggled with what many companies face – a sales and marketing disconnect.

We're entering the era of accountability in sales and marketing

Pointclear

For a case study about how one technology company entered the era of accountability (by partnering with our company), read this post. Increase Sales B2B Growth Strategy Account-Based Marketing Case Studies WebinarsWhat's the difference between the status quo--and the era of accountability? I recently chatted with Jonathan Farrington of Top Sales world about the transition from finger pointing to collaboration between sales and marketing.

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EmployAbility Galway increases new hires by 87% since using OnePageCRM

OnePageCRM

Case study Featured Inside Sales SMB / SMELike many other recruitment services, the team at EmployAbility Galway knew they needed a better way to coordinate and build a process around employer interactions. This was necessary in order to increase placements and overall productivity.

Industry Insights with David Kirkpatrick

Salesfusion

Marketing Blog Case study Industry Insights Interviews The post Industry Insights with David Kirkpatrick appeared first on Salesfusion.

Case Study: Seller Holding Business Owner Hostage?

Sell More and Work Less

An Engage Selling client has a sales rep who is a good performer but also causes a lot of trouble. She is very difficult to manage and causes chaos in the office daily.

Sales Tip: Which Clients for Your Case Study?

Sell More and Work Less

Want to attract and work with more clients that are ideal for a case study? Or, if you would like more information about case studies, take a look at our How to Create Sales-Boosting Case Studies article.

A Killer Sales Story!

A Sales Guy

Book Reviews/Quotes Sales Book Reviews Sales Case Studies Sales Stories Selling The Challenger Sale Winning Sales StoriesA great excerpt from the book The Challenger Sale : This is a great story and is exactly how people should approach selling. When I was an individual contributor, this is exactly what got my blood flowing and got me pumped up. This is the compelling element of sales for me. It’s where the challenge lies.

Case Studies: The Key Formula for Increased Sales

SalesGravy

A case study is a publication that illustrates a success story or the resolution to a problem. Do you use case studiesThe best are written strategically following a specific formula; providing proof that you are a credible company in your market.

Coaching Difficult Salespeople

Steven Rosen

In this webinar, there will 5 case studies of difficult salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging.

Sales Hacks and How to Improve Your Lead Follow Up Conversions

Understanding the Sales Force

However, Russ, from FindAccountingSoftware.com , emailed me a link to this case study on 63,256 outbound calls that has much more specific, useful information

Sales Management Case Study: Coaching the Talented-Slacker

SalesGravy

Jane took over an underperforming region last year and has helped lead the team to be in the top 25% of districts in the country. Jane’s goal this year is to reach the top 10% of the country and she is focused. Her key area of focus is on finding inn

Sales Management Training Webinars

Steven Rosen

I have repeatedly been asked to provide sales managers with case studies on how to coach difficult sales reps. In this webinar, there are 5 case studies of difficult sales people. 6 FREE Sales Management Training Webinars .

34 Million Data Points Show What Type of Sales Content Performs Best

Openview

Sales content – from product overviews to case studies – has long been a tool that sales reps have leveraged to keep prospects engaged and to drive deals forward. And it’s the tried and true case study. Case studies boast an average completion rate of 83%.

Gamification: The Secret to Accelerate Onboarding

Sales Benchmark Index

See below for links to case studies.) Read the case studies and watch the video demos of their solutions in action. Badgeville: Supercharge Your Sales Team case study. Bunchball: Preventing Death by PowerPoint case study.

[Free Webinar] Overcoming Your Biggest Sales Management Challenges

Steven Rosen

I have been repeatedly asked to provide sales managers with case studies on how to coach difficult sales reps. In this webinar, there will 5 case studies of difficult sales people. Sales Management Challenges .

Proof that Account-based Marketing Works

Pointclear

I invite you to read our new Account-based Marketing case study where we go over the content above and much more. Companies that spend less on their marketing programs and generate better and bigger deals using a super-targeted approach to marketing are using an approach that you might have heard about—account-based marketing. Here’s a specific example for you.

Multiply your Content Marketing by 6X

Sales Benchmark Index

Case Studies can be created from examples within the Webinar. Harvest new video case studies and add them to website product pages. Insert a case study video into an email template for reps to personalize.

First Direct Lending Achieves Rapid Growth with Velocify

Velocify

Mike proved his case, and with the new plan in place, First Direct Lending moved forward with Velocify right from the gate. Then check out the full First Direct Lending case study for more details on their success with Velocify LeadManager.

BambooHR Makes the Switch to Velocify Pulse

Velocify

For more on their story, read the full BambooHR case study , and learn how Velocify Pulse can accelerate sales for your organization.

Enable Your Sellers to Enable Your Buyers @petermollins

Smart Selling Tools

She must build a business case and balance the cost, risk, and effort associated with that change. Value: What is the business case for change? Look to references and case studies to allay these fears. Your prospects want to succeed as much as you do.

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Guaranteed Rate Rises to the Top with Velocify

Velocify

Check out the full Guaranteed Rate case study for more information and learn how Velocify LeadManager can help your team accelerate sales.

The Key to Setting Quota Correctly

Sales Benchmark Index

Download the Quota Setting Case Study to see HOW a leading company nailed it. How many of you want to hit your number? Sounds like a no-brainer. Did you know that HOW you assign quota impacts your success? Note, I did not say HOW MUCH quota you assign? There is a difference.

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How to Seal the Sales Deal with Real-Life Results

No More Cold Calling

You don’t have time to wait until marketing creates case studies. Case studies have their place: they’re collateral on your website, you may include them in a proposal, or leave them behind after a presentation. Let marketing work on the case study. Give your prospects real insight to your sales results. Here’s how to set up and tell the sales story. Whether you’re in inside or outside sales, you sell.

Sales Coaching: Lessons from the Mets’ Psychologist

Sales Training Connection

In all cases the goal is the same: Gaining an edge and lifting performance to the next level. Since Mets did make it to the World Series, it seemed like a good case study.

Myth Busters: 3 Sales Intelligence Assumptions Dispelled

DiscoverOrg Sales

Do you have any case studies? When working with third-party data, consider: In past campaigns, in cases where bounce rates have been high or CRT low, where was the data sourced? Check out our case study for Box !). Some information is so sensational that it gets passed around regardless of the truth: The amount of tryptophan in a Thanksgiving turkey is enough to make people sleepy. Humans only use 10% of their brains. Jimmy Hoffa is buried under Giants Stadium.

What’s Your Biggest Obstacle?

Paul Cherry's Top Sales Techniques

Based on a theoretical case study she prepared in college, your prospect’s third cousin’s wife has advised your prospect to go in a different direction. What’s standing in the way of your next closed sale?

How to Actually Unclog Your Sales Pipeline

No More Cold Calling

My company wants this new logo for their website and case studies. You can’t choose your family, but you can choose your clients.

The Skinny on Lead Nurturing - 11 Experts Weigh In (part 1 of 2)

Pointclear

Consider this case study: Email Marketing: 17.36% higher average clickthrough rate in 7 personalized subject line tests. This year I've been talking a lot about Nurturing.

Building the B2B Customer Reference Community – Event

Score More Sales

Event organizer Claudia Koenig says: “Customer references and customer advocacy are becoming about far more than just writing a case study.

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Landslide Video: Respect Sales! A Day On The Links With a Prospect

Keith Rosen

Case Studies in Sales and Leaders. Landslide.com recently recorded a video for a series with the theme: “Respect sales.” ” The idea is to show how sometimes people think salespeople have it easy – they get to travel, play golf, go on dinner outings etc.

Don’t Spook Your Prospects: 5 Sure-fire Ways to Keep Your Prospects From Fleeing in Fear

Smart Selling Tools

So they call with a purpose, “We’ve just completed a case-study that could help strengthen your case when you present the proposal to your boss. We live in a scarey time. Decision-makers are under pressure and short on patience. In a word, they’re easily spooked.

How to Stop Sales Reps from Actually Derailing Your Referral Marketing

No More Cold Calling

That could mean providing them with referrals, introducing them to new opportunities, enlisting them in research your company is conducting, featuring them in case studies or newsletters, or simply taking them to dinner. Your company’s fortune is in the sales team’s follow-up.