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The Ultimate Inbound Marketing Strategy Playbook 2021
Free Inbound Marketing Playbook
View The Ultimate Inbound Marketing Strategy Playbook 2021
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Free Guide:

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

Rachel Clapp Miller also recommends this free guide: The Ultimate Inbound Marketing Strategy Playbook 2021.

When to Include Case Studies in Your Sales Process Blog Feature

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 Ultimate Inbound Marketing Strategy Playbook 2021

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.  


Covers-FINAL
Covers-FINAL

Free Guide:

The Ultimate Inbound Marketing Strategy Playbook 2021

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

Topics:

Inbound Sales
Published on August 14, 2014

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