Sales case studies are a type of sales research that can be used for various purposes. They can help sales teams identify the most effective sales strategies, educate salespeople about what to do and how to do it, and provide clear evidence of successes and failures.
Sales case studies are the sales professional's best friends, and they tell you what to do and how to do it to generate more sales for your business. Sales professionals who don't keep sales cases studies around as often as they wonder sales aren't going up as they should be.
Case studies are the best way to learn sales strategies that have worked for other sales professionals. They can be found, stored, and used effectively in many different ways. Let's hop onto some basics.
A sales case study is a sales research method where sales professionals and businesses share their experiences by providing documented examples of what has worked for them.
They can be used to demonstrate success, but they are most valuable when shared as a learning tool so that other sales teams learn from the successes and failures of others. Sales cases studies don't just tell you what works – they also show you exactly how it was done!
Case studies allow you to define your product in the way you want, and they let you create one of the most valuable and difficult-to-find assets in sales confidence. This is why case studies are one of your most powerful sales tools.
A case study in sales is any story, data, or evidence of your product or service benefitting a customer. The sales case study may include:
The key with sales case studies is knowing how to find ones relevant to your business or field, knowing which details matter most.
For example, the information within them has meaning, deciding who will use those insights (yourself alone or as part of a team), and making sure that case studies are stored and used for sales strategy in the long term.
Case studies differ from sales statistics because they are a narrative, and they allow sales professionals to read an account of what happened and see how it can be applied to their own sales strategies in real life.
Being able to use case studies effectively is contingent upon finding ones that apply directly or indirectly but tangibly enough for them to make sense as inspiration, instruction, or evaluation for your business's sales process.
Case studies tell sales professionals precisely what to do and how to do it. While there is no single sales strategy that works for every sales professional, case studies can help demonstrate the effectiveness of specific techniques.
They also provide a documented example of real-life results so other salespeople know if an idea could work or not without having to guess at all!
Sales cases studies are most effective when used as part of a learning session where everyone on the sales team learns from examples of sales success. They are most valuable when shared with salespeople across different companies and business units, as each case study is unique to the company that produced it.
Sales teams should look for sales strategies that work in similar or related fields (if possible) but that do not overlap too much – this will help inspire new ideas without unnecessarily limiting them.
There are many ways you can use case studies effectively:
Start building case studies on demand that you can share with potential customers
Approach companies who are having challenges similar to the ones your product or service addresses.
Ask if they would consider sharing their sales case study to demonstrate how much progress was made after incorporating it into their sales process.
Share relevant case studies internally among teams to inspire new ideas for everything from marketing, operations, recruiting, etc.
Put case studies on your blog or LinkedIn page so they can be shared more easily. You can also use case studies to create a resource list that you share with potential customers, which will undoubtedly help them understand the value of working with you!
To find sales strategies that work for different industries and companies, look at examples of what has worked well in similar fields, but focus on those with some differences (this is how new ideas are created).
Highlight details beyond just pricing strategy when sharing sales cases study results. Create an easy-to-use system for storing all kinds of sales data.
Case studies that include reviews from salespeople and customers are much more helpful than those that don't. Don't just use sales case study examples as a sales tool – create your very own sales case study to inspire others!
Sales professionals should share case studies across different companies to get new ideas for improving their strategies. Sales managers should look for sales techniques that have been proven successful but also consider trying out some of the ones from examples.
This will help teams gain inspiration without limiting them too much when it comes time to brainstorm new solutions as we advance.
Salespeople can easily pull up case studies on their mobile devices are much more helpful than those they have to print out. For example, include sales tools in sales case study examples.
Sales professionals who see sales techniques applied to real-life challenges will be inspired by them and want to try them themselves or with their team.
Create your own sales case study as a way of inspiring others – this is the best way of demonstrating how successful an idea was without having to rely solely on someone else's testimonial!
Sales teams should look at successful sales strategies and consider experimenting with ideas from outside fields where there may even be overlap (this is how new ideas are created).
Sales managers should seek out proven solutions when completing case studies and try out some of the ideas they learn about through examples, even if there's overlap with what you already know works well for your company.
Including receipts and notes makes future reports easier to read and understand than just numbers alone.
Highlight some vital elements for success to give other companies ideas about adapting these strategies for their industry or business model. Don't only focus on what has worked well; also look at creative ways someone else's idea didn't work out.
Sales case studies are most useful when they also include some kind of call-to-action so salespeople can apply the strategies you highlight to their own sales efforts. CTAs help the users in clear navigation and what should be their next steps?
When it comes to case studies, there are a few dangers to avoid.
This is self-evident in today's environment, and it is now easier than ever to fact-check. If you're discovered to be a liar, and trust you've gained — and most likely the sale itself — will be destroyed.
As I said before, the case study should be comparable to the client you're addressing, and they shouldn't have to imagine how this might apply to them.
The emphasis should be on the client's advantage. You'll lose your customer focus if it sounds like propaganda or a sales pitch. When people believe they're being sold to, they'll usually stop listening or trusting you.
They'll become much more discerning in their approach to everything you say, wondering whether you're telling them the truth or not. Even though you never said it directly, they'll still walk away thinking your firm is excellent, even if you didn't mention it at all in the case study.
The more data you have, the better. A good story should be backed by facts, even if it is in a story form. This has the bonus of being able to use graphs and charts that are visually engaging. Did you know, 81% of customers read reviews and check ratings.
So, back up your claims and stories with data and stats that buckle you up for real success and improve your closing deals ratings.
Sales cases studies are practical when used correctly! An excellent place to start is by looking at examples online through platforms like Unbounce, where users have shared real-life results obtained using different methods.
Having access to this kind of information will help any sales professional find inspiration even when case studies are not directly applicable to the situation at hand.
When used correctly, case studies will help salespeople get into a winning mindset and inspire new ideas that can be implemented immediately using tried-and-true strategies from other companies that have successfully managed similar challenges.
13% of marketers name case studies as one of the primary forms of media used within their content strategy which makes case studies the 5th most popular content type preferred.
There are different kinds of case studies for a variety of purposes. These include:
This helps other sales professionals learn more about what they should or shouldn't do when following that particular strategy and why the result might look different for them, depending on their field/company's context.
The best place to find sales case studies is by asking sales professionals you know and trust, but if you can't do so in person, search online or ask your sales teammates!
The Internet can be a great tool when looking for case studies because many different kinds of businesses out there use them as part of their marketing strategies. When searching online, look for keywords that are relevant to your industry.
The most effective way of finding case studies is by hearing about them through word-of-mouth marketing – either within the industry, you work in or related fields.
It isn't always easy finding resources where these types of stories have been shared publicly before, so don't underestimate the power of reaching out to sales professionals you think have valuable case studies through an email or phone call.
Sales case studies are essential sales tools that help salespeople deliver effective presentations. They also inspire new ideas and strategies for successful selling!
Sales case studies prove the value of a product or service by showing real-life results from other companies. This is an excellent sales tool to use when pitching your company's services because it demonstrates how others have used similar methods with great success.
This validates that your approach will work too, even if you haven't tried it before. These types of stories can be shared in person during sales meetings and online through various social media channels like LinkedIn and Pinterest.
Where business professionals share their expertise with others looking for guidance on best practices within many different industries. There are so many case studies online that it can be hard to find the right one for your sales meeting or pitch.
Because of this, salespeople should always ask their customers about what they've done to get them into a positive buying state and build trust with potential leads/clients who may still need some convincing.
This is also an excellent way to start building rapport before asking if they'd like to share any case studies themselves!
