Article
How to Use Case Studies in Your Sales Funnel (Template)
medium.com
Quoted on this wiki
Every place a page here uses this source, in the order the words come in it.
Use-case-specific case studies focus on particular applications or problems rather than comprehensive platform stories. Some prospects might primarily care about one specific capability even if your product does many things. Having case studies that dive deep into specific use cases allows these focused prospects to find highly relevant stories. When you’re deciding how to use case studies in your sales funnel for diverse use cases, creating focused case studies alongside comprehensive ones serves both broad and narrow prospect needs. “geographic segmentation ensures that international prospects find locally relevant examples.” Role-specific case studies that speak to different decision-makers within an organization can be valuable for complex sales involving multiple stakeholders. A CFO cares about different aspects of your solution than a COO or a department manager. Case studies that emphasize the concerns and outcomes relevant to specific roles help you speak to each stakeholder’s priorities. When understanding how to use case studies in your sales funnel for complex sales, having role-targeted case studies supports multi-stakeholder decision processes.