Effective case studies are one of the most important content pieces in a salesperson’s toolkit. Providing examples of current customers using your product or service helps demonstrate the value of your offering. It helps the buyer see—in a tangible way—how your product could drive business results in their own organization.
In a Content Marketing Institute and MarketingProfs study, 82% of B2B marketers indicated that they produce case studies, trailing just social media in terms of popularity as a content marketing tactic. In the same study, 65% said case studies are effective for their organization.
Clearly, when done right, case studies can provide your sales team with the ammunition they need to move the sales forward and close the deal.
If you’re looking to produce more effective case studies for your team, here are 3 tips to keep in mind.