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[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales
Read the Guide
The Beginners Guide to Inbound Sales
Free Inbound Sales Guide
View The Beginners Guide to Inbound Sales
[Playbook] Inbound Sales Guide Cover

Free Guide:

See faster close rates and happier customers by shifting to inbound sales.

In this guide, you'll learn:

  • Inbound Sales vs. Outbound Seals
  • 5 Steps in the Inbound Sales Process
  • Getting Started and Troubleshooting

When to Include Case Studies in Your Sales Process

By Rachel Clapp Miller

Rachel Clapp Miller also recommends this free guide, The Beginners Guide to Inbound Sales.

When to Include Case Studies in Your Sales Process

shutterstock_100804075_miniThis post originally appeared on the Force Management Blog. To read more content like this, visit the blog here.

A powerful customer testimonial may mean the difference between winning and losing an opportunity. That’s why we put such an emphasis on proof points at Force Management.

The key to leveraging any testimonial is to use it in a way that has impact, depending on your prospect.

Your sales process shouldn’t be a cookie-cutter approach. Rather, it should align with what your buyer needs and how he/she buys. You need to look for the right opportunity to have the greatest impact.  

Free Guide: The Beginners Guide to Inbound Sales

How do you know when the timing is right?    

Think about a current opportunity you’re working on right now. Click through the SlideShare and determine if a customer testimonial can move the buyer along in his/her decision process. If you have enough testimonials, consider using them strategically, at multiple times during your sales process.  


[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales
Read the Guide
[Playbook] Inbound Sales Guide Cover
[Playbook] Inbound Sales Guide Cover

Free Guide:

The Beginners Guide to Inbound Sales

See faster close rates and happier customers by shifting to inbound sales.

In this guide, you'll learn:

  • Inbound Sales vs. Outbound Seals
  • 5 Steps in the Inbound Sales Process
  • Getting Started and Troubleshooting

Topics:

Inbound Sales
Published on August 14, 2014

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