Five Ways To Get More Case Studies

The Center for Sales Strategy

A lmost 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? I can tell you what prevents most sales teams from having enough case studies: Case studies require some level of client participation. While most people agree taking time to gather information for case studies is important, it’s not urgent.

[STUDY] What Do B2B Buyers Want?

DiscoverOrg Sales

Sales development reps, account executives, and other sales professionals will find a trove of actionable insights in this comprehensive study. Research goals of the B2B buyer study. Overall, study participants rated 12% excellent, 23% good, 38% average, and 27% poor. In order to quantify the frequency of when a single personality, or “bully with the juice,” dominates the evaluation, study participants were asked about their selection committee experiences.

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Wow That Is a Lot of Slides! Should You Read Another Market Segmentation Study?

Sales Benchmark Index

It informs how to make investments in people, time and money. Market Segmentation analysis and reports are a foundational component of strategic analysis, planning and decision-making for any CEO. Understanding market opportunity and market dynamics is critical.

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.

In the Race to Win More Customers, Sales Needs Digital Transformation

specific to sales, legal, and information technology professionals. investment in automation are: Where data comes in Automation is only effective if the information that is utilized. companies to easily collect massive volumes of information.

Inside Sales Power Tip 140 – Study Buyers

Score More Sales

In a conversation with a very busy CIO (Chief Information Officer) recently he said that he hates when sellers do any of the following: lie about being connected to someone he knows when they aren’t, in order to get him to respond.

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[STUDY] Bridging the Great B2B Vendor-Buyer Divide

DiscoverOrg Sales

Get the entire FREE study: 30 Ways to Get Inside the Mind of Your Target Buyer. Here’s how buyers in our study answered the question “When I don’t connect with a salesperson, it is because…”. “They’re too eager to befriend me” This response supports another interesting finding from the 230-person study : 66% of buyers prefer a friendly salesperson who has a proficient knowledge of their product. Get Part 1 of our 2-part study: Why Didn’t They Buy?

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Selling – An analysis of information deprivation

Sales Training Connection

Selling and information deprivation. Bottom Level – Sales reps don’t really need in-depth information to be successful. The higher up one goes in the customer organization – the higher the level of intolerance for the lack of information.

[STUDY: PART 3] What Buyers Want from Salespeople

DiscoverOrg Sales

Martin on a comprehensive study of 270 business buyers to discover why people with purchasing power choose the vendors they do and what they are REALLY looking for when they engage in a sales process. Insights from this study include: Which elements do buyers want to see on vendor websites? This is Part 3 of the study “Why Didn’t They Buy?”. Or Download the entire study for free. Download the entire study for free. Download the entire study for free.

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HeavyHitter Sales

Over the past two years, forty-six percent of study participants reported a shift from a field sales model to an inside sales model. More than twice as many study participants reported moving to an inside sales model.

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Top 5 Insights From the Latest Studies on Sales Organizations

Understanding the Sales Force

The Top Two Sales Initiatives for Companies were Access to More Information (42%) and CRM (40%). So why are companies focused on CRM and research information instead?

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Ultimate guide to sales emails: How to write sales emails that convert (templates, examples and case studies)

Tread lightly and adopt the experimentation mindset to this tactic, because according to a study by Touchstone , using question marks resulted in a 8% lower click rate on emails with question marks in the subject line. Many studies say 8am (of your prospects’ local time) is best.

An Independent Study of DiscoverOrg Contact Data Accuracy

HeavyHitter Sales

  I’ve had the privilege to consult with over one hundred and seventy-five technology companies as a sales trainer, sales enablement consultant, and win-loss study researcher.  It’s important to note that this was a completely independent study.

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Top 5 Insights From Latest Sales Organization Studies

Understanding the Sales Force

The top 2 sales initiatives for companies were access to more information (42%) and CRM (40%). So, why are companies focused on CRM and research information instead?

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Selling to hospital information technology departments

Sales Training Connection

One area receiving increased interest is the continued growth of information technology. For example, studies have shown that patients are more likely to have better outcomes if treated in hospitals using IT systems, hence selling to IT departments is becoming more important today than ever.

LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health


New case study reveals how Bridgeway Security Solutions leveraged LeadGnome’s reply email mining service to improve sales productivity and HubSpot database health. The post LeadGnome Case Study: Bridgeway Increases Sales Productivity and Database Health appeared first on LeadGnome.

Putting Your Best Foot Forward: Using Data Analytics to Inform the RFP Process Before it Even Begins

Sales and Marketing Management

However, many fail to realize how to harness those insights to inform future business decisions. For Cisco Systems, leveraging data analytics to inform future processes is a part of everyday life. In an effort to inform future processes, proposal and sales teams can also easily develop case studies and success stories based on previously used content.

Case Study: QuickMobile By Cvent Uses Reply Email Mining To Update 75%+ Of Their Database And Add More Than 48,000 New Leads


In addition to keeping records updated with accurate information, the company really wanted a way to enrich existing leads with additional information (phone numbers, titles, etc.) Download the case study below to learn more.

Research: How Information Influences Price-Harvard Business Review

HeavyHitter Sales

Here’s one of my recent Harvard Business Review articles titled Research: How Sensory Information Influences Price Decisions. SPOILER ALERT : Click here if you would like to take the actual test that was given to study participants prior to reviewing the research results below.

A Conversation With Julian Lumpkin: Leveraging Case Studies as a Fundamental Part of the Sales Process


As a sales manager at Axial, I realized how important case studies are in the sales process. To understand what sets the best reps apart, I want to first recap exactly how success stories are different from case studies. Julian Lumpkin, Founder & CEO, SuccessKit.

Gender in Senior Management: F1000 Diversity Creeps Up From 2016 to 2019

DiscoverOrg Sales

Read on to see our new 2019 benchmark study, where we compare data from the DiscoverOrg database over a three-year timeframe, to see whether the playing field has improved, leveled, and in some cases, gotten worse, in the era of #MeToo. Chief Information Officer. Information Technology.

Heavy Hitter Sales Blog: Personality Study of 1000 Top Salespeople.

HeavyHitter Sales

Personality Study of 1,000 Top Salespeople-Harvard Business Review. Curiosity can be described as a person’s hunger for knowledge and information. An active presence drives the salesperson to ask customers difficult and uncomfortable questions in order to close gaps in information. Listed below are links to weblogs that reference Personality Study of 1,000 Top Salespeople-Harvard Business Review : About. Heavy Hitter Sales Blog. Recent Posts.

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Study Proves 3-Deep Questioning Can Strengthen Sales Reps’ Relationship with Buyers

The Brooks Group

A recent study published in the Journal of Personality and Social Psychology analyzed getting-to?know?you According to the study, the follow?up Good sales probing doesn’t mean firing off a series of canned questions to get as much information out of the prospect as possible.

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E-learning: Study suggests the keys to success

Selling Essentials RapidLearning Center

A recent study out of Israel looked to uncover the success factors for workplace e-learning. The top four success factors were deemed by the researchers as “must have” factors, meaning they are, according to the study, “undisputed to learning success.”. The study suggests that it’s important to use an intensive marketing strategy targeting employees that continually promotes e-learning’s benefits and content. The study suggests several ways to go about it.

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E-learning: Study suggests the keys to success

Selling Essentials RapidLearning Center

A recent study out of Israel looked to uncover the success factors for workplace e-learning. The top four success factors were deemed by the researchers as “must have” factors, meaning they are, according to the study, “undisputed to learning success.”. The study suggests that it’s important to use an intensive marketing strategy targeting employees that continually promotes e-learning’s benefits and content. The study suggests several ways to go about it.

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Sales Tip: Which Clients for Your Case Study?

Engage Selling

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.

Case Study: IBM PureFlex TCO Analysis

The ROI Guy

Used by sales professionals and channel partners in workshops, or self-service by prospects via the web, the tool collects information about the current computing needs and then projects the TCO for the two alternatives using industry research for a company of similar type and size.

LeadGnome Case Study: Vocera Communications Increases Email Deliverability To 99.2% By Mining Emails


A new case study reveals how Vocera Communications leveraged LeadGnome’s reply email mining service to increase their email deliverability in just three months. In addition, existing records within target accounts were enhanced with new and updated information.

Study Shows Employees Crave Meaningful Feedback from Managers

Paul Cherry's Top Sales Techniques

Blog Home < Study Shows Employees Crave Meaningful Feedba… Sales & Management Tips. Study Shows Employees Crave Meaningful Feedback from Managers. Leadership IQ, a Washington, DC-based research and training company, directs one of the largest leadership studies ever conducted. New Study: Managers Are Ignoring Their Employees. According to a new study by Leadership IQ, 66% of employees say that they have too little interaction with their boss.

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“Information Overload” Biggest Change Agent for Marketing in Next Decade?

The ROI Guy

And it dawned on me that this is the greatest challenge for the next 10 years– Information Overload. Christa Carone, CMO of Xerox Corp in her Direct Marketing Association’s Digital Marketing Days keynote indicates that “Xerox is faced with the same challenges as every other company, which is cutting through the clutter in a world of information overload.” You’re located in the UK, yet every case study is from the US, and savings figures are in US dollars.

Inside Scoop: Learning from Equifax – How Sales Can Act on (and Anticipate) a Data Breach

DiscoverOrg Sales

Having such sensitive information in the hands of hackers is a terrifying thought, but what makes it worse is that it could have easily been prevented. With the right information in-hand, savvy sales pros and marketers might have seen it coming. But keen sales and marketers can use Scoops to spot patterns that inform the timing of their pitch. Each Scoop contains an important piece of information, including: Decision-maker moves. Information security, and more.

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Gartner study- buyers rate sales conversations dead last, but there’s hope- share customer stories

Insight Demand

70% of these executive buyers, for example, felt that “customer stories and case studies are the best way that providers can communicate differentiation that I trust ( click ).”.

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LeadGnome Case Study: QuickMobile By Cvent Mines Email Replies To Enhance 75%+ of Existing Leads


A new case study reveals how QuickMobile by Cvent leveraged LeadGnome’s reply email mining service to update existing leads with fresh data and generate new leads at a low CPL. Records were updated with current contact information and fresh data, such as cell phone numbers and titles.

How to Use Value Propositions Early in the Sales Cycle: Flexible Case Studies Drive More Qualified B2B Sales Opportunities


It is the time when buyers are using the abundant digital information available to identify potential change and prioritize its evaluation, without any perceived need for human contact. Case studies answer the question “what do you do for your customer?”

How Little Changes To Your Sales Message Can Have Incredible Results, with Tim Riesterer, Episode #102


Tim is the Chief Strategy Officer at Corporate Visions, a company that makes it their business to study the facts behind sales messages. Case Studies Marketing Leadership Podcast Sales Sales Leadership Sales prospecting Selling With Social Strategy sales message Tim Riesterer interview

What Role Does Trust Play In A Negotiation?

The Accidental Negotiator

These types of deals will involve using our negotiation styles and negotiating techniques to make few concessions, few tradeoffs, and we won’t share very much information with the other side. As a negotiator you are going to have to take the time to study how the other side talks.

How Data is Democratizing Growth and Driving Disruption

DiscoverOrg Sales

Startups, small businesses, consulting firms, agencies, and even enterprises all benefit from access to more information about their prospects and customers. Despite today’s wide availability of data and intelligence, many companies still cite “lack of high-quality account and contact data, information, and intelligence” as a top inhibitor to growth. Launching and growing a business has never been easy, but it used to be a lot harder.

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How NOT to Write a Cold Email: Real Life Example (Complete Breakdown)

Sales Hacker

What you see is self-centered information and redundant use of the rep’s name. Certified Sales Expert Sales Emails Winning By Design Case StudiesThis is a real life cold email example, fully broken down step by step, to show you exactly what NOT to do when engaging your prospects.

[VIDEO] Top Qualities of High-Growth Companies: A Conversation with Henry Schuck

DiscoverOrg Sales

What we wanted to do as part of the study is to go out and identify, what are the things that are driving growth at high growth companies and what are things that are inhibiting growth at low growth companies because that would really inform the way that we work with our customers to help them see the growth that they expect to see when they invest in DiscoverOrg.

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One-size-fits-all whitepapers ineffective due to Information Overload? Fight Back with ZDE Smart Papers

The ROI Guy

However, the bulk of marketing activities that B2B technology vendors use involve the same information, in the same way, over and over to prospects as different as Joe’s Barber Shop and Exxon Mobil. Marketers can choose to upgrade their existing white papers, tech briefs or case studies, or they can leverage Ziff Davis Enterprise's Strategic Content services to create new SmartPapers. B2B buyers are, quite simply, not all the same.