How to Boost Sales With Video Testimonials & Case Studies

What can marketers do to help the sales teams perform better?

Let’s consider this chart, in which you’ll see 44% of sales people tell the marketing team they need better messaging, 37% say that they need better marketing materials, 35% say they want more case studies and testimonials and 34% say they want more vertical and industry related marketing content.


Source

What’s the difference between a case study and a testimonial?

Case studies usually revolve around use cases. The are more focused on the actual project; what was done and what the outcomes were. In a way it educates a set of people, usually in a certain vertical about how to address a challenge using specific solutions.

Testimonials are mainly driven by the relationship between an organization and its client. A testimonial can be as short as 30 seconds – “they are great at what they do and we’re very happy with the experience”. A case study however has to provide an in-debt analysis and truly breakdown exactly what the project was about, what the challenges were, what solutions were implemented and the outcome.

In some cases, we see a combination of both where you have a testimonial that also deciphers the use case and these usually end up being about 2 to 3 minutes long. Either way, these both types assets are extremely valuable to any sales team. Beyond that, there’s something powerful about peer advise. When people from a particular industry see their peers using a set of products or solutions in a certain way it definitely helps them make educated decisions, takes the guessing out of their decision-making and it builds trust. These are the reasons why in many instances, especially in the b2b space testimonials and case studies are very powerful tools to have.

 

Follow Global CVM Facebooktwitterredditpinterestlinkedinmail