How to Write an Effective Case Study for B2B Lead Generation - Four Killer Resources
Case Studies are an important way to get leads and progress deals. By capitalising on previous work, you can quickly build credibility. And there are many ways to use them effectively, from building outbound campaigns targeting companies with similar business pains, to building case studies into your bid process. But how do you write an effective B2B case study?
How B2B Businesses are Failing Existing Customers
The average B2B business spends 75% of its sales and marketing budget targeting users (of its products or services) and procurement agents, the two groups who have the least say in purchasing decisions. When these organisations do engage executives or the C-suite, they do so by inviting them to large, expensive events (see Oracle!) that executive customers don’t have the time to attend.