Case Study Customer Sales 
InfoChachkie
AUGUST 25, 2011
A customer story can't just be interesting or results-oriented. Before beginning customer success stories or case studies with a new client, I ask a LOT of questions of my marketing contacts - well before ever talking to one of their happy customers. 2- The goals for their case studies.
Both Sides of the Table
DECEMBER 17, 2013
One of the questions I’m most often asked by CEOs is how to hire sales people. I’ve also written extensively on sales and on which sales execs to hire and how to think about the different kinds of sales leaders. Clearly in an enterprise customer this is unlikely. Call high, and get passed down or; B.
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Both Sides of the Table
FEBRUARY 3, 2010
I’d like to talk about Crocodile Salesmen in 3 scenarios: 1) when YOU are selling (or someone on your team), 2) when you are trying to recruit a sales person. But how to apply “listening&# in a sales meeting? Let’s assume you run a Customer Support software company. I still do this sometimes, too.
Both Sides of the Table
OCTOBER 4, 2009
Most start-up entrepreneurs have little or no sales experience. But through nearly a decade of startups I learned that sales comes down to three essential elements: 1. Even businesses that attempt to sign up customers directly on a website need to answer this question for people albeit programmatically and through good website copy.
Both Sides of the Table
JULY 26, 2010
Social proof is defined as “looking for others to guide our decisions&# and is also one of the most important techniques in acquiring customers in your company. We would take every day users from our customer base and make them heroes. Tags: Sales & Marketing Advice Startup Advice.
Both Sides of the Table
MARCH 21, 2013
So when I meet with GRP portfolio companies that do enterprise sales I try to emphasize the following: 1. This might mean helping customers buy traffic, arb’ing deals, helping with RTB pricing or trading, etc. Minimize Any Custom Work That Will Not Feed Back Into Your R&D. Referenceability is the lifeblood of sales.
Both Sides of the Table
JULY 14, 2010
They are tasked with “getting deals done&# so they race around talking to tons of potential partners inking anything from channel sale deals , product integration, international distribution agreements, co-marketing arrangements, M&A discussions, etc. But the counter case is equally ineffective.
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