Case study – how many people think this is something that marketing asked you to do because they need it for the website?
I know it may sound obvious that case studies are useful, but I have rarely seen them used to create sales approach strategies, market segmentation, ICP focus.
If they do not have any Case Study, then go make some..
If you do not have clients yet, then begin selling to them with the goal of creating a case study, instead of just closing the deal and making a little buck of it.
Your Case Studies are your investment into future sales.
Case Studies are not a marketing goal, are a Sales goal.
Getting Case Studies should be a quality KPI for any sales rep/sales team that is serious about their future growth.
WHY Case Studies are important?
If you want to create Case Studies for your SEO strategy and as content.. fine.. If you want to use Case Studies as a lead magnet.. that’s even better… But case studies should be used to train your sales people
Case studies do not only help sales people sell with a story, but they can help product team understand better what is valuable for the customer, understand better their customers.
Make your meetings about case studies.
We already have case studies.
Great.. but
How many case studies do you need? Many.. unlimited.. This should be a continuous focus because the market is changing.