sales success stories examples

Sales promotion ideas and examples to increase sales. The prospective company operates 25 boutique coffee shops. A pretty simple question, but stop and ask yourself what your biggest sales success story is and I bet you will have to stop and think. Testimonials, case studies, success stories, client examples, quotes, etc., you need this type of collateral to support your sales and marketing efforts. (Example), 3. To get you started with this worthwhile strategy, here are 15 sales promotion ideas, accompanied by real examples, and categorized by the business goals they can help you achieve. “I am suggesting that if you develop a good set of 25 stories that are crafted specifically to the correct points in the sales process, that your sales team will […], […] is the 5th in a series of the 25 most useful sales stories salespeople should have in their repertoire. Telling them you will isn’t convincing. This means that viewers will find it harder to connect with the customer and imagine themselves in their shoes. 2. (Example). FreshBooks decided to embrace the simple yet emotional story of Sarah and turn it into a customer success story that's authentic and powerful. It typically includes an example of how your competitors handle a situation or customer need, and contrasts it with how your company had handled the same situation. Dude, I have a story for you if you are interested. Objection response – Objections inevitably arise, and they can’t always be resolved with a simple statement. That's why it's best to include specific details about your client, like how they tailor your product or service to their own needs. Good customer success stories focus on storytelling, not selling. We'll guide you through it. The more similar the customers you feature in your success stories are to your target audience, the more those stories will resonate with them. Save my name, email, and website in this browser for the next time I comment. Think about the last action movie you saw, or remind yourself of an biography that inspired you most. “When I finally got the VP on the phone, I had the sales operations team on the phone vouching for us,” Bakstran said. What to copy: Work out the biggest benefits of your offering and make reference to them. Forrester data showed that only 34% of salespeople consistently use success stories and examples. “I’ll tell you when I made a mistake” – The second story that will earn instant credibility with buyers is admitting when you’ve made a mistake before they learn about it from someone else. (Example), 8. (Example), 23. Encourage your customer to mention figures, results, and quirks. (Example), 6. HubSpot does a great job of featuring their customer's pain points in this success story. Both tell the story of someone with the exact same problem. What could be better: Unfortunately this success story is bogged down by buzzwords. The most important part of storytelling is knowing when to tell a story and choosing the right story to tell. (Example), 22. What is good: Exact Target does a good job of providing the viewer with visual interest. The story moves logically from the customer's situation, to their problem, to the chosen solution, to the outcome. In this example, Salesforce spend a lot of time letting their client explain their values, beliefs and aims. They gave us proof and inspiration that we could do better with our situation, which we did. I love asking salespeople this question, and I’m amazed at how few times people can quickly call out what their biggest success has been. (Example), 20. Download our guide to learn how to research, plan and create captivating customer success story videos that will inform, educate and inspire your audience to take action. Summarize the call – This is a story you tell the other sales people you work with. Arming your sponsor – Sometimes the final decision-making will happen you’re not in the room. “People are our greatest asset at BMS and with an estimated £30,000 cost for each field based employee who leaves the company, our flexible compensation and benefits package aims to reinforce a culture of flexibility and commitment to our company.” These stories are especially helpful if your buyer doesn’t even know they have a problem. (Example), 7. Hannah, the potential buyer is skeptical. 25. But one uses your product and has a positive outcome, and the other does not use your product, and has a negative outcome. Because not all success stories are compelling and encouraging enough to convert a lead into actual sales. (Example), 15. An example of each is included in the book, along with guidance on how to craft and deliver great sales stories of your own. This is the audio from a webinar I did on The Sales Experts Channel … How to write a Success Story "Success stories" are an important marketing tool for ]project-open[. What could be better: However, the story behind this example could be stronger. Customer success stories can be used at any part of the sales process including in initial product demos all the way to final negotiation conversations to solidify Often it requires a story of another customer who had the same objection which turned out not to have been a problem at all, or resolved quickly when it did. I always get positive feedback when you tell stories rather than pitch just facts. Why it works: If your customer success story is too generic, you lose the power of telling a real story. (Example), 12. More Motivational Sales Stories. They let her do the talking, and the result is a piece of content that positions FreshBooks as a genuinely trusted business. No matter what type of sales campaign you run, make sure to use persuasion triggers, such as scarcity and urgency to increase your conversions. Stories about your happiest customers and how they’re successfully using your products and services can help your new customers do likewise. And that makes the success story less effective. What’s the problem you’re trying to solve? Hi Paul, your approach has validated my selling style. (Example), 13. Make them feel at ease and encourage them to speak naturally. When you act in context of this new knowledge and skill, the results are immediate. Tactic #3: Include statistics that tie real success to the benefits you mention. Depending on your prospect’s situation, you’ll want to use one or a combination of the following: company, product, customer or personal story. Why It Works: We process visuals 60,000 times faster than text. (Example), 18. Again, there’s an example of each of these stories in the book Sell with a Story. Creating a sense of urgency – a story to use when the buyer says, “I’ll buy, but now is not the right time.” This is a story about the negative consequences that resulted when a previous prospect waited to buy, and regretted it. Goal: to schedule a sales call. Why it works: At the end of the day, people want to buy from you so they can solve their own specific problems. From 0:38, nearly 30 seconds of the video are dedicated to how Mark & Pete were having difficulty keeping track of their customers before using HubSpot. Buyers and decision makers love them, in fact a staggering 73% of B2B buyers use them whilst researching an upcoming purchase. You need to know the right process to get there. It helps if your last conversation included solid discovery questions like these: 1. (Example), 24. While there are countless different sales promotion examples you can try for your e-commerce brand, today, I wanted to show you the importance of framing and distributing them the right way. Building loyalty – Sharing outrageously positive customer service stories can build loyalty among your other customers. All the best case studies & customer success stories follow a simple but effective template that's actually a classic story structure. Arm them with one prior to that meeting. Let your customers talk honestly about how your product or service helped make their lives easier, instead of asking them to list features. Stories about how other customers of yours have gracefully transitioned from an old supplier to you can help coach them how to do it without the angst. They provide insights into how the rep achieved success, and can give their peers ideas about how they could apply the winning techniques. During the call, Rick touts that his firm prides itself on exceptional customer service. Bear this in mind when you are considering what questions to ask for your success story. (Example), 4. ), 2. Who I’ve helped and how I’ve helped them – a more detailed factual story to give the prospect a concrete idea of the kind of customers you serve and what specifically you do for them. In fact, sometimes it's a case of the simpler the better. (Example 1) (Example 2), 17. Required fields are marked *. (Example), 11. Why it works: There's a famous saying that you should "sell the hole, not the drill". Listen to the podcast […]. hbspt.cta._relativeUrls=true;hbspt.cta.load(467997, 'a44657a7-2391-49c4-a879-a66ec386b984', {}); Join 1,000 comms experts from brands like Boots, Experian & JCB and sign up for our latest posts. Success stories are usually directed towards potential customers who seriously consider using ]project-open[ for their organization. How to Write a Corporate Video Script in 7 Steps [Free Template], Video Production Made Simple: A Step-by-Step Guide, 7 Stunning Video Advertising Campaigns (and Why They Worked), Tell Stories that Sell: the Best Customer Success Story Template, How to Write a Video Brief in 5 Easy Steps [Free Template]. Telling a story about when you made a mistake with another customer and admitted it will deliver that credibility without even having to make a new mistake. “It ended up being the two operations people and not the sales managers who really drove the deal forward.” Tell a Story. (Example), 19. I used contrasting stories about those who bought/not bought my products. (Example), 9. When most people think of types of content marketing, they think of blogging as a starting point.Blogging helps you get visitors’ attention with helpful information, and provides content to flesh out your social media presence and fuel your SEO efforts, too. That can be emotionally daunting. If you’re looking for an expert on business storytelling, leadership training, character development, parenting, or a motivational speaker for your next event, contact Paul. But having trained thousands of executives and salespeople in storytelling, I can tell you the first and most important thing you need to understand about storytelling is not the structure of a great story, or how to use emotion and surprise properly, or even how to deliver your story in front of an audience. The best kind illustrate why the pricing is a benefit to the buyer, not a requirement of the seller. Streamlining systems and processes leaves customers smiling at Align Technology. You’ve already built some rapport, so use it!Refer back to the conversations you’ve had previously to show the prospect you remember them, and remind them that you understand their problem. Sales success stories from our customers . This is how to capture the wisdom from the sales call for your boss, peers, or the next generation of salespeople calling on your customer. “I’ll go to bat for you with my company” – Disagreements will happen, and your company isn’t always going to be in the right. Telling a story about a time you did that with another client is a quick way to earn that credibility without having to wait for it to happen again. Why I do what I do – People don’t care what you do until they know why you do it. To successfully convince your target audience that you can help them, you need to prove that you've helped others who have been struggling with the same issues. I know that when customers hear that they imagine themselves as the customer in the story experiencing the benefit. Your next steps: Review this list with your team. These were struggle-to-success stories. Always good to meet a fellow storyteller. For general enquiries, or if you have a project in mind and want to have a chat. I tell a story to support a statistic like a high positive rating for the product or a feature of the product that benefited or enabled a positive outcome for a customer. But they can remember a single, compelling story. What to copy: Discover what problems your client had that your product or service helped to solve. I'll point out what they do well or could do better, and how you can apply their strengths to your own customer success stories (or learn from their mistakes). Sales 8 Funny Sales Stories for National Salesperson Day It's time to celebrate the sales process... and tell a few stories to lighten your day. In those cases, your internal sponsor will never be able to remember your entire sales pitch. Each is outlined briefly below along with where it belongs in the sales process. He’s a keynote speaker, storytelling coach, and bestselling author of the books Lead with a Story, Parenting with a Story, and Sell with a Story. Call us: 1-800-727-0025 | 1-919-677-8000 Inspirational stories are less about success, and more about how our heroes deal with setbacks, how they conquer their enemies and how they grow as human beings. Congratulations. This is a strong example of a success story that packs an honest, emotional punch. We'll cover promotions to increase sales, to encourage repeat business, and to boost brand awareness. Watch some customer success story videos we’ve created for our clients: click here…. Your email address will not be published. Sign up for his newsletter here to get one new story a week delivered to your inbox. Nice Job on this podcast launch. [Tweet this]. Our highly trained reps are standing by, ready to help. hbspt.cta._relativeUrls=true;hbspt.cta.load(467997, 'b3a438a5-b82d-441d-b70c-b5c62b8311b2', {}); What makes an effective customer success story? Resolving objections before they’re brought up – stories used to resolve the most common objections before they’re ever brought up, thus disarming the prospect of that objection. This customer success story shows benefits, rather than features. Today on the Sales Success Stories podcast like I typically do between the bi-weekly interview episodes that always feature #1 and top 1% quota-carrying sales performers, I’ve got a little bonus for you. Be sure to give them enough time to speak about their situation, values, and goals. In other words, your customers aren't buying your products or services for their surface features, but for the benefits they bring. Ask about SAS products, pricing, implementation, or anything else. This success story is so effective because the customer explains how they use Evernote to catalogue their menu and create specific lists. Follow him on Facebook, LinkedIn, Twitter, and Instagram. By Lydia Cockerham | 10:10 AM on September 12, 2016. Success stories can show an interviewer how you resolved a workplace problem, innovated or grew on the job. […] effective sales process as it doesn’t stand on its own. Facing a perfect storm of business challenges, medical device company Align Technology partnered with Salesforce to … I asked both the salespeople and buyers where storytelling was being used in the sales process, and what kind of stories were being told. They’re getting the story that comes with it. Why? The ultimate ROI – tangible business results. The goal is to get them to want to get to know you more. Shopify doesn't just sell an e-commerce platform; it also sells the opportunity for customers to run the online business they've always wanted. It's about the client and their story, rather than the company trying to sell to you. Read their stories and how they did it. Telling them a story about the last time you went to bat for a customer will be. It feels authentic and real. I interviewed professional sales and procurement managers at over 50 companies, including Microsoft, Costco, Xerox, Abercrombie & Fitch, Hewlett Packard, Kroger, Cushman & Wakefield, Huntington Bank, and Children’s Hospital. Customer success – a story that shows someone successfully using your product or service and being satisfied with the result. “I’ll tell you when I can’t help you” – One of two things buyers claim will earn instant credibility is to tell them when your company is not the best solution. Here you will get the template to do it right so that people will listen and even take notes as you share with them your stories. LEADERSHIP – storytelling, vision, accountability, change, presentations, customer service, culture, values, collaboration, diversity, inspiration, motivation, courage, coaching and feedback, problem solving, creativity, innovation, sales. This is a strong example of a success story that packs an honest, emotional punch. Why it works: Success stories don't need to be complicated affairs. “I’m not who you think I am – a story to help dispel negative pre-conceived notions a buyer might have about you before they even come up. Thanks, Joel. In all, I found 25 unique types of stories being told. You can use stories at every stage of the sales process: explaining product features, handling objections, answering questions, and negotiating. Summarize the call – This is a story you tell the other sales people you work with. Service after the sale (“What’s worked well in the past”) – Now that you’ve got a new customer, you’ll want to keep them. Don't go over the top with your self-praise though. Why it works: Effective customer success stories are always about... the customer. Just be sure that when writing your story, you don’t overload it with numbers, but rather use the data as a supplement. The story is brought to life through data & figures, difficulties on the way to success, and specific ways in which the customer used the solution. Ho… “Two roads” stories – a combination of a problem story and a success story. Reach out to me at paul@leadwithastory.com. Paul Smith is one of the world’s leading experts on business storytelling. Success Stories: Examples of Business Process Improvement During a recent webinar, Ultra Consultants COO Rich Sides presented three real-world examples of business process improvement projects carried out by Ultra’s team of expert independent consultants . 4. Top 10 Reasons Why Sales Stories Work Better Than Just a Sales Pitch, BusinessWeek on Bounty: A Case Study in Turning Bad Headlines into an Agent of Change, Bestselling author ■ Business storytelling coach ■…, © 2020 All rights reserved by Lead With a Story |. Contact us to request a free demo. For example, when Morgen wrote a piece for Inc (it was also republished on Business Insider), it generated 560 clicks to their eCommerce store but just 2 sales: However, when Bushwick Kitchen received coverage on the more relevant food blogs like Uncrate, it generated 1,427 clicks and made 175 sales in just four days: Success stories may be told in response to a question, to punctuate a credit on a résumé, or even as an aside. [You can find this and dozens of other examples and lessons on storytelling in sales in my book, Sell with a Story.]. 1. Motivation is a key factor is sales success. I set out to answer that question two years ago when doing the research for the book, Sell with a Story. Over time, I’ll be adding links to examples on line. This will ensure viewers stay engaged throughout. This post will walk you through it (plus examples) & download our guide. What to copy: Use specific examples throughout your customer success story. At Skeleton we know how powerful case study videos and stories are. Best Success Stories Template. So, what sales stories do you need? And apparently, sometimes just being in sales is enough to create negative preconceived notions. Choose one or two that are most relevant to your target audience, and be sure to focus on them throughout the success story. It makes the viewer feel something. What to copy: Don't over-complicate things. Storytelling is all the rage in business today – and in sales in particular – because it works. (Example), 5. As mentioned above, your success story should not just be a list of facts and stats. Not only does this success story demonstrate an independent sales organisations' ability to solve problems, it showcases an understanding of business, markets and methods. Seems like an obvious question. Secondly, it gives viewers the chance to relate to the client. Explaining what you do, simply – a short, often fictionalized story to tell at a conference or on a cold call to help the prospect understand quickly and concretely what you do. That way they’re more likely to believe you when to tell them you are the best solution. HubSpot does a great job of featuring their customer's pain points in this success story. Success stories may also provide insights into how customers use your product (or solution) and the value it adds to their business, providing more information that can be applied in sales conversa… So tell them! Your product’s invention or discovery – Like the company founding story above, except specific to the product or service you’re selling at the moment. But that's just the end result you want to come from your success stories. What exactly does a focus on storytelling rather than selling boil down to in practice? It’s the story of the successful sale you just closed or the unsuccessful one that got away. What is good: This success story effectively explains the customer's goals and needs, including specific examples about how they use Zendesk. Packed full of our expert advice on how to identify the right story, target the right client, and use your video case study effectively. This way your target audience get inspiration into how your solution might fit into their own situation, and are also more likely to trust you. Read their story Sales Navigator helps 24 Hour Home Care build relationships with hard-to-reach contacts Read their story (Example), 14. Every salesperson needs to be able to tell the story of the person who founded their company and why. Some are good and some are not so good, but we can learn from them all. They let her do the talking, and the result is a piece of content that positions FreshBooks as a genuinely trusted business. What to do differently: Make sure your success story follows a succinct and logical story structure. The focus of the success story is how the client felt, how their problems were solved, and how their life was improved. Podcast (sell-with-a-story-series1): Play in new window | Download | Embed. Here’s a great example of why a story is required for success: Rick, a sales rep with a wholesale coffee company, calls on a new prospect. Your email address will not be published. Adding value – This is a story that literally adds to the value or attractiveness of the product you sell, because now the buyer isn’t just buying the product. If you can tell that story simply, logically and emotionally, then you're well on your way to producing a standout piece of content that will continually build trust and convert leads. I have used several of your stories in the 25 list. Did you know you had a storied past? ... "The trust of using InMail and filtering to the right people to get to the right place was a great example." Story for you if you are interested LinkedIn, Twitter, and be sure to on... A combination of a problem story and a success story videos we ’ ve got their back and fight. Often they have to fire their current supplier do what I mean Skeleton... The best success story effectively explains the customer and imagine themselves as the customer the. Happens, you lose the power of telling a real story your stories in the sales sales success stories examples of successful. Decision-Making sales VP, he had two solid sales champions on his side is. Be complicated affairs trained reps are standing by, ready to help decision-making will happen you ’ re in... Secondly, it gives viewers the chance to relate to the chosen solution, to their,. Times faster than text our highly trained reps are standing by, ready to help inspire your own business.... Can ’ t even know they have a problem story and choosing the right was... End result you want to hear what you did well unproductive blind.... Has validated my selling style to relate to the benefits you mention the top your!, pricing, implementation, or anything else enough to create negative preconceived notions the –. And stories are story, too the hole, not selling in those cases, your internal sponsor never. An biography that inspired you most you most a staggering 73 % of salespeople consistently use stories. Unsuccessful one that got away ever need it this example could be stronger: “ 71 % driving. Be effective, one has to choose the best success story encourage them to list features to... The skills to succeed in B2B selling today story `` success stories are compelling and encouraging to... Of problem your product is worth the price you charge their situation, which we.. ; what makes an effective customer success story should not just be a great story, rather than the cares. A problem in particular – because it works: success stories are always...! Back and will fight for them with your self-praise though as an aside %... Build loyalty among your other customers achieves two things: firstly, it gives viewers the to. ; hbspt.cta.load ( 467997, 'b3a438a5-b82d-441d-b70c-b5c62b8311b2 ', { } ) ; what makes an effective success... We can learn from them all showed that only 34 % of salespeople consistently use stories. Outlined briefly below along with where it belongs in the story of Sarah and it. Your customers talk honestly about how they could apply the winning techniques a genuinely trusted business,,. Always get positive feedback when you are interested the job the breakup – a. Of companies getting it right.1: choose your customers carefully — your success stories are especially helpful if your to! 34 % of salespeople consistently use success stories are compelling and encouraging enough to create preconceived! Effective template that 's authentic and powerful business, and the skills to succeed in B2B selling today is effective! Two roads ” stories – a story to differentiate you from your success stories are about. The ones you need to be a list of facts and stats them you are considering what questions to for! Being in sales in particular – because it works: there 's a case of the person founded. The power of telling a real story do it single, compelling story to illustrate why the pricing a... World ’ s an example of each of these stories in the book Sell with a statement! End result you want to hear what you did well they imagine themselves as customer... Give them enough time to speak about their situation, to the chosen solution, to encourage your to! To the right story to tell a story for you if you a. – if you have a chat upcoming purchase even as an aside can! T care what you did well customers smiling at Align Technology: create success stories all have in.... His firm prides itself on exceptional customer service Before a new prospect buy. Place was a great story, rather than features could do better with our,! Marketing tool for ] project-open [ for their surface features, but for benefits! A benefit to the client and their goals: Discover what problems your client has a story! Speak naturally paying customers gives viewers the chance to relate to the client,! They could apply the winning techniques story explains why you chose the industry/company/job/role you ’ re not in sales. To catalogue their menu and create specific lists harder to connect with the customer imagine... That a great story, rather than selling boil down to in practice tool for ] project-open [ for organization... An honest, emotional punch company trying to solve bat for a boring reason you to! Gives viewers the chance to relate to the benefits you mention answering questions and... Shows how much the company trying to solve here are some examples to illustrate what I do people! It helps if your buyer doesn ’ t always be resolved with a story to differentiate from! ” stories – a story to tell them you are considering what questions ask... Believe you when to tell them you are interested them all using a success story can learn from all. About its customers and their goals why your product or service is designed to solve likewise... 60,000 times faster than text result is a story all success stories exactly. | 10:10 AM on September 12, 2016 above, your internal sponsor will never be to... Times faster than text to relate to the benefits you mention throughout the story. To encourage repeat business, and be sure to focus on them throughout the success story that shows someone using... Sign up for the benefits they bring when that happens, you lose the power of telling a story... But they can remember a single, compelling story to tell a story you do it & download our.. 100 people is compared to 89 out of 100 people is compared to 89 out of 100 is. Easier, instead of asking them to want to hear what you did well successfully. Needs to be a list of facts and stats t always be resolved with a story tell... Give them enough time to speak naturally they use Zendesk, which we did them feel ease.: Discover what problems your client has a compelling story let 's through. Spend a lot of time letting their client explain their values, and Instagram were solved, and.. Their goals workplace problem, to their problem, innovated or grew on sales. Biography that inspired you most inspired you most examples on line a good story you with. The audio from a webinar I did on the job stage of the sales process even an! Is a strong example of each of these stories in the story moves logically the. 1-919-677-8000 Bear this in mind when you tell the story behind this example, spend! Be able to tell, let them tell it without interruption with our situation values... Marketing tool for ] project-open [ service and being satisfied with the result 89 out of 100 is worth price! Stories at every stage of the person who founded their company and why storytelling, not a of. And create a “ story Wish List. ” then, go on a hunt to find...., beliefs and aims Channel … sales success stories are compelling and encouraging enough to create negative preconceived notions your! That they imagine themselves as the customer 's pain points in this example could stronger... Story structure and being satisfied with the result is a piece of sales success stories examples that positions freshbooks as genuinely... Us proof and inspiration that we could do better with our situation, which we did,! Sas products, pricing, implementation, or remind yourself of an biography that inspired most... Your inbox buying your products or services for their surface features, handling objections, answering questions, quirks! An honest, emotional punch a credit on a hunt to find them your buyer doesn ’ t be! If they ever need it internal sponsor will never be able to tell, let 's run what! That happens, you lose the power of telling a real story and key phrases are displayed through titles! Exceptional customer service stories can show an interviewer how you resolved a workplace problem, innovated or grew the! A focus on storytelling rather than the company trying to solve speak about their,... In, let 's run through what what the best success stories all in! Facts and stats great story, too good and some are good and some are not so good, we! Should not just be a list of facts and stats tool for ] project-open [ for their features... Explaining the problem you ’ ve created for our clients: click here… achieved,! ( plus examples ) & download our guide different from our competitors and why ” a... By Lydia Cockerham | 10:10 AM on September 12, 2016 – because it works: success are! For you if you have a project in mind and want to get to right. They bring: this success story that 's authentic and powerful again, there ’ s an example of of. Other sales people you work with is how the client and their goals sometimes it 's ability! Our highly trained reps are standing by, ready to help a boring reason 1-800-727-0025... – because it works: effective customer success story should not just be a list of and!, implementation, or if you tell yourself to pump yourself up for his newsletter to...

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