When Only You Should Make The Decision
Going rogue isn’t necessarily a bad thing. In fact, the world could use a few more practical rogues. I use the word to separate those who...
The Power of Case Studies: Part V: Leveraging
1. Use them as sales tools. Use them in presentations, to illustrate key points and to overcome common objections. For example, if...
The Power of Case Studies: Part IV Writing
Stick with one product/service and one success per case study. Don’t make any unsupported claims. You must prove everything you say....
The Power of Case Studies Part 3: Researching
Many companies rely on salespeople to contact and interview clients for case studies. This almost never works for a number of reasons,...
The Power of Case Studies Part 2: Choosing the Clients
Right now, you’re probably mentally running through your list of clients trying to figure out which ones to approach. Your criteria for...
The Power of Case Studies-Part 1
Suddenly case studies are everywhere. Why? In the wake of the social media frenzy, we’re reminded that there are many things social...
Step Away from the Business Book
Do you really need a business book to tell you what to do? There are hundreds of business books on the market. People buy business books...
Forming Lasting Relationships with Buyers
Much of this information is based on the marketing theory and research of C. B. Bhattacharya, of Emory University; and Ruth N. Bolton of...
How to Sell with Facts
Because the facts are on your side, you don’t need to spend hours strategizing the best way to sell your products and services. Instead,...
How to Repair Client Relationships
No matter how hard you try, there will always be clients that have legitimate (and not so legitimate) complaints that damage your...
