Create case studies your sales team will use

Start by finding the right customer story. Look for clients who have had measurable success with your product or service. The best candidates are ones who can speak specifically about the problems they faced and the results they achieved. Don't just pick anyone - choose someone whose situation will resonate with your target audience.

Before you do anything else, get formal approval. Send a simple email or use your standard agreement form. Explain how you'll use their name, logo, and story. Most clients are happy to help - it's free marketing for them too. But skipping this step can cause real problems later, so don't rush past it.

Give your client a heads-up about what you'll ask. A short questionnaire helps them think through their story before the real interview. Include questions about their initial challenges, why they chose you, and what results they've seen. This saves time during the actual conversation and gets you better quotes.

Schedule 30-45 minutes for a real conversation. Don't just read your questions - listen and follow up on interesting points. Record the call if they're okay with it. The best quotes often come from unexpected tangents. Ask open-ended questions and let them tell their story naturally.

Numbers make your case study believable. Ask for specific results: revenue increases, time saved, cost reductions, or efficiency gains. Screenshots, before/after comparisons, and charts add visual proof. If exact numbers are confidential, work with ranges or percentages instead.

Structure it like a story: challenge, solution, results. Start with who the client is and what problem they faced. Then explain how your product helped. End with the measurable outcomes. Use direct quotes liberally - they're the most convincing part. Keep it under 1,500 words unless you're creating a deep dive.

Before sending to the client, get a fresh pair of eyes on your draft. Have a colleague or manager check for typos, confusing sections, and whether the story flows well. Make sure all claims are accurate and any confidential information is handled correctly. This internal quality check prevents embarrassing mistakes before the client sees it.

A polished case study needs visuals. Create a header image, pull out key stats for call-out boxes, and format any charts or screenshots. If you have a PDF version planned, work with design on the layout now. Social media graphics showing the key results will help when it is time to promote.

Send the draft back to your client before publishing anything. They'll catch errors, suggest better phrasing, and may want to remove sensitive details. Give them at least a week to review. This step protects you legally and builds trust - nobody wants to be surprised by their own case study.

Put it on your website, share it on LinkedIn, include it in sales emails, and add it to your pitch decks. A case study that nobody sees is worthless. Send a copy to your client too - they'll often share it with their own network. Track which case studies get the most engagement so you know what resonates.