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10 ways to make your case studies stand out

Everyone loves a good story – so it only makes sense that case studies will help close deals.

Yet many case studies are boring, predictable and poorly executed. They don’t add excitement to the sales process; they put buyers to sleep!

But when they’re done right, case studies are effective: More than two-thirds of marketing sales pros say their case studies were very or quite effective sales content, according to a B2B Marketing’s Content Marketing Benchmark Report.

You want case studies that build intrigue and help buyers relate to the story, salespeople and solutions. Here are 10 ways to make your case studies stand out.

7 ways to bounce back in an economic rebound

by Michele McGovern

It was the worst of times – and now sales professionals need to bounce back.

Recovering after a stall – or outright stop – in the sales cycle has never been easy. It might be especially hard after a pandemic and near shutdown of the world economy.

But it’s never impossible.

Almost every salesperson has had to dig out of a rut or bounce back from setbacks to fill the pipeline and generate revenue again.

Best strategies to manage your sales team remotely

by Michele McGovern

Who better to lead a remote team than a sales manager?

Probably no one!

After all, many sales leaders have managed a small army of Seldom-Seen-Sarahs and Not-Around-Nates for years.

But nothing is business as usual – including managing a sales team remotely in the coronavirus era.

Sales leaders want to rethink their remote management approaches and try new strategies to help salespeople in an environment where they sell virtually more than ever.

Here are nine tactics, tools and strategies sales leaders will want to adopt when managing a team remotely. Even better, they’re all helpful when you’re working together, too.

Virtual sale: 13 ways to make it happen now

by Michele McGovern

Gone are the days of onsite meetings and handshakes to close the sale. In are the days of the virtual sale.

And it won’t be so bad.

Salespeople were already spending half their time selling remotely before the coronavirus pandemic, according to an InsideSales.com survey.

Most salespeople had done some aspect of selling in a virtual environment. Now salespeople will want to embrace – and master – all aspects of the virtual sale.

Here’s help: A 13-point guide to virtual selling, with proven strategies and emerging trends.

How to play nice in sales negotiations

by Michele McGovern

Sales negotiations don’t have to be about competition and conflict.

There’s just no need for that.

Sales negotiations can – and should – be about collaboration and satisfaction.

In fact, kindness and understanding can work better than pushiness and bullheadedness.

Of course, salespeople want to be successful negotiators. But you don’t have – or want – to be an a$$ to win at negotiations.

Here are 15 ways to play nice in negotiations and how the strategies will help salespeople come out ahead.

12 habits that will destroy your sales career

by Michele McGovern

Your sales career is good, but are you as successful as you hoped to be?

Most sales professionals say they’d like to accomplish more. What’s holding them back?

Many don’t even recognize the bad habits that get in the way of winning more sales, advancing their careers and saying, “I’m more successful than I could’ve ever imagined!”

Avoid – or at least temper – the bad habits, and you can get ahead.

Here are 12 habits you want to kick or control.

Customer Service: Your next best sales generator

by Michele McGovern

Could Customer Service be the driving force behind your next big sale?

Absolutely! And maybe the one after that. And the one after that.

Customer service professionals are in prime position to increase sales or help salespeople find new deals.

“For starters, your organization and customer service teams need to embrace the right philosophy,” says Fara Haron, CEO North America, Ireland and Southeast Asia & EVP Global Clients, Majorel. “Instead of thinking about sales and the act of selling, think about selling as a service.”

Customer Service can help build sales by creating great post-sale experiences, sharing and acting on what they learn about customers through regular interactions and actually making sales.

Incorporate these strategies for Customer Service to increase sales.

18 ways to improve your sales content

by Michele McGovern

Your sales content is good, but it can always be better.

Salespeople can use effective, engaging content to the heavy work such as creating brand awareness, educating prospects and answering unasked questions.

Here’s how to improve the quality of your content and keep your sales enablement plans and tools fresh.

13 things salespeople can do when no one’s buying

by Michele McGovern

Selling is tough enough. Selling through a crisis – when no one is buying anything – is treacherous.

But it’s not impossible.

Yes, crisis – especially on the scale of COVID-19 – will be the toughest selling situation nearly all sales professionals ever face.

Customers and prospects feel paralyzed by fear, reality, demand, lack of demand or even government lock down. It drastically impacts how they buy and how salespeople must sell.

8 strategies for selling in hard times

by Michele McGovern

Selling is tough work. Selling in hard times can be a nightmare.

But it’s a reality.

You’ve faced it. You will face it.

Whether it’s a once-in-a-century pandemic, once-in-a-lifetime natural disaster, once-in-a-decade recession or an annual industry downturn, every sales professional will need to forge through hard times.

“I actually go back a long way in economic history and I can confirm that whilst downturns are inevitable, so are the upturns that follow them. It never rains forever,” says Jonathan Farrington, CEO of Top Sales World and Editor of Top Sales Magazine.

Accept the hard times with optimism – and overcome them with these eight proven tactics and strategies.

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