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The Ultimate Inbound Marketing Strategy Playbook 2022

Take your inbound strategy to the next level

  • Master the 7 principles of highly effective inbound marketing
  • Dramatically improve your inbound sales
  • Get more buy-in at your company

When to Include Case Studies in Your Sales Process

By Rachel Clapp Miller

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.  

 Join the IMPACT coaches for a deep dive on a new topic every month in our free virtual event series.

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.  


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Topics:

Inbound Sales
Published on August 14, 2014

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