Ep. 120: How to Shorten the Sales Cycle with Case Studies

Anyone involved in B2B sales will know that the biggest challenge is to get your prospect to trust what you are saying. Providing those prospects with the relevant consulting, expertise, and customer proof in the form of case studies and video testimonials will help to close that trust gap. That’s why we invited sales expert Julian Lumpkin (Founder & CEO, SuccessKit) to talk about how B2B companies can accelerate sales at different stages of the sales process with case studies and video testimonials. During our conversation, Julian talks about what he thinks is slowing sales down, and how marketing can play a strategic role in developing case studies and video testimonials. He also provides the audience with great tips on how to create better case studies, and how marketers should adapt to the changing B2B buyer landscape.