Customer Story Consulting
We help sales enablement teams build customer story playbooks that give reps more relevant customer stories to use on prospect calls and within cold outreach.
When sales reps tell relevant customer stories, more deals close. Why is getting reps to consistently articulate relevant and impactful customer stories (or any customer stories at all) on discovery/demo calls and within outbound messaging so difficult?
We created this offering after seeing the tremendous time and resource investments some enterprise orgs were putting into crafting customer stories, only to have the stories very rarely used by sales reps on calls or outbound messaging.
Our team acts as project managers to create an easily searchable arsenal of bite-sized customer story plays that get used by the right reps at the right time. This enables your CFT to quickly find the perfect customer story for their upcoming call or outbound messaging campaign, digest the information, then tell more frequent and relevant customer stories during top, middle, and bottom of funnel conversations to grow pipeline and close deals.
1. As your customer story project manager, we identify gaps in current customer story collateral and create mini customer story plays for your CFT to use. We need to ensure the right stories are available to reps that align with your company's highest priority prospects, so every story has an outbound messaging campaign and quick-hit facts for cold calling associated with it.
2. We socialize these plays to the right:
Business Development Reps: We help your BDRs leverage hyper-targeted outbound messaging campaigns. In each case, we tell a story about how your team helped your current happy customer (usually a competitor or a company in the space) move from their previous state to a better future state with your software. This creates compelling reasons for prospects to respond to cold outreach and show you really understand their world in depth. Stop sending prospects generic case studies that aren't relevant to their business' current state.
Account Executives: Enable your AEs to frequently tell relevant customer stories on calls by letting them quickly find and synthesize the right customer stories during pre-call prep. During this prep, AEs will search through concise customer stories based on different criteria, then quickly digest and articulate stories during customer conversations to help close more business. Show your prospect your software has helped teams in their very specific situation.
Customer Success teammates: Arm your customer success teammates with stories to help prime their customers for upsell opportunities. This helps make the upsell process less icky by showing how other happy customers in your customer's situation grow their usage across your product suite, and sharing a great story creates a low friction way to kick off a new upsell/cross-sell evaluation.
3. We work alongside your enablement team to provide playbooks, resources, and coaching on how your BDRs, AEs, and CSMs can best leverage your new arsenal of customer stories and messaging campaigns on prospect calls, upsell conversations, outbound sequence messaging, etc.
4. You'll receive a framework to help your team build out and leverage future customer stories that get used consistently by your CFT moving forward.