Strong sales support literature helps win more contracts
Case studies are very valuable for setting out your stall, especially when you’re providing services rather products. (When you’ve got products, you do at least have something solid to put on the stall. And applications stories add an interest to the products.)
We researched and wrote a series of case study leaflets summarising complex logistics contracts. This included interviewing clients’ customers at all levels, from operational staff to MDs, sometimes talking to some of their customers, and site visits. The sales force find the series useful sales leave behinds, in direct mail, and in tenders and presentations.
The sales director has claimed that one of our case study leaflets was the deciding factor in winning a new £40m contract. Maybe. It’s good to be appreciated.