Case Studies: The Wrap-Up
And here we are…at the end of our series on Case Studies. We’ve used a method that works for all types of sales cycles and clients with examples from the tech and healthcare industries. We’ve done more than demonstrate the method–the template is available for download so you can use it too! (Today’s the LAST day to grab yours for free!)
Let’s dive in…
An ideal case study is divided into several sections that each address an unique aspect of the sales process. Since this is an internal document, it should cater to all members of your team–those involved in the sales cycle and those who were on the periphery.
You’ll have people who want to…
Gain basic information by doing a brief skim of the study
Dive deep into the weeds to understand the nitty gritty
Find their name to see if they were acknowledged for their hard work
Give their own opinion about things that could be improved
And since you’ll have a variety of readers, you need to make sure your case study caters to all types.
How do you do this? Through the inclusion of different sections! Different strokes for different folks. 😉😉
With our template, here’s how each section can be ideally used:
Introduction. Start positive and use active voice.
Section 1. Give a basic review of the case. Short and sweet. This one’s for the skimmers.
Section 2. Great place for personal shout outs–make sure people find their name here! Include important client information with a bit more details and dig deeper than surface level.
Section 3. Here’s where the nerds get what they’re looking for. Include attachments and lots of data. Make sure all the information you have on the case is included or attached to this section.
Section 4. Here you’ll list some future possibilities for deals later on down the road. This is also a good place to mention things you’ve done specifically to move the deal forward. It’s your deal after all – make sure you get credit!
Section 5. Here you’ll zoom out again to the wide view with more simple bullet points. Another place for the skimmers. (They’re probably only reading the beginning and the end to get an overview.) It’s also a final opportunity to subtly praise yourself 😉
Conclusion. Here you’ll ask for feedback from the team and offer thoughts to improve future sales processes.
Remember, this method is created to be flexible, as demonstrated by the two different types of sales we looked at during the series. Nothing is set in stone–make it work however you need it to.
I hope you’ve enjoyed the exploration of case studies as much as I’ve enjoyed creating it for us. Delving deep into the weeds on this one has helped me improve my game and spend valuable time reflecting on sales processes after the fact.
This reflection time is incredibly valuable as it creates an opportunity to improve our methods in the future.
If you’re interested in more details, in-depth analysis, and yet another case study example, we’ve got all that and more as part of This Sales Life’s new Patreon. Created for sales nerdz like myself, this is where I’ll offer deeper analyses, behind the scenes recordings, and even group coaching opportunities for certain tiers.
See if there’s a tier that’s right for you!
ALSO, as this is our last post in the series, it’s also the last week to receive your Case Study Template. It goes away next week!!
This free template will set you up for sales success by providing you with not only a spectacular example, but a clean sheet for you to implement it on your own time.
If you’re enjoying our deep dive into case studies, make sure you snag this free resource so you can integrate the practice into your sales routine. It’s one thing to read about how account planning can help you close more deals and increase your commission, but it’s another to put this knowledge into action. Don’t leave this advice on the blog, take it home to make it work for you!
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