Case Studies A case study walks through a real-‐life example of how your company solved a customer’s problem. They can be used nearly anywhere in the sales process: WHERE USED IN SALES SCENARIO PROCESS Product or service is very new or rapidly evolving Early Prospect isn’t familiar with the product/service Early Product or service is intangible, difficult to describe, or fairly complex Early Product or service is mainstream Late, near close You want to strengthen your close by reinforcing how well you’ve delivered for Late, near close previous clients
BRAINSTORMING
Your sales team should be able to help you identify potential case studies and clients. Audience How can a case study help move this prospect forward? Potential study topics and clients
DEVELOPMENT PROCESS When you decide to create a case study, make it as simple as possible for your client to provide approval. SUGGESTED STEP
DUE DATE
Talk to the sales rep who manages the client relationship. Make sure all is well, then gather as much detailed information for the case study as possible. The salesperson probably knows nearly everything that should go in the piece.
STATUS
Complete
Sales Literature & Tools Case Studies
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