The Best Sales Case Studies You Should Read - Bidsketch (2022)

The Best Sales Case Studies You Should Read - Bidsketch (1)When it comes to sales, it’s a good idea to learn from the experts—and one of the best ways to do that is seeing an actual, real-world example of what has worked for them, and what hasn’t.

Diving into sales case studies from industry experts is a great example of how to do this. So, I’ve rounded up some of the best sales case studies out there, and discussed what the valuable takeaways are from each.

Check them out, and apply these techniques to your own business. You’ll be increasing your sales knowledge, as well as picking up helpful tips for how to actually implement what you’ve learned in the real world.

Want to see my top picks? Keep reading.

Why turn to sales case studies?

As I’ve discussed in my other sales articles here on the Bidsketch blog (I’ll link those below), the reality is that for many new entrepreneurs, selling is not something that comes easily. In fact, selling your products or services might be the hardest part of starting your business.

And honestly, it makes sense—you know that what you do or make is great, but you feel uncomfortable playing the role of a salesperson. If you don’t have a sales background, knowing how to appropriately pitch and position your business to gain clients can feel very foreign. Not only that, but to really succeed at selling, you will likely need to enter territories you are unfamiliar with, whether that be something like creating email drip campaigns, or actually making sales calls.

So, in addition to reading through resources on how to become a better salesperson, seeing examples of how businesses have implemented sales processes that worked for them can be both hugely informative and motivating. Examining sales case studies gives you a chance to see some of the techniques you have read about in action, and see what the actual ROI for employing those techniques has been.

Plus, you are getting the benefit of learning from the experts, because a lot of the best case studies are put out by sales and marketing firms as a means of advertising their services, or they are put out there by experts who are offering their commentary. So, you can take a leaf out of their book, without actually having to hire any fancy, expensive sales consultants to help you!

However, there is a lot of noise online when it comes to sales case studies. Plenty of sites offer up a bait and switch and expect you to pay or sign up in order to see the case studies they are offering. So, I’ve rounded up some of the best sales case studies out there, from a variety of industries and vantage points, that are free and available to anyone with an internet connection.

The Best Sales Case Studies You Should Read - Bidsketch (2)

Neil Patel has long been an expert in the entrepreneurship space. (Source.)

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1. Neil Patel, Quicksprout: Which of These 3 Sales Case Studies Will Grow Your Sales?

It’s always smart to turn to Neil Patel for advice; from internet marketing best practices to SEO, his insight is valuable and he continues to be one of the most respected thought leaders in the online entrepreneurship space.

In this article, Patel discusses three distinct sales strategies and walks readers through the application of each of them in detail. He ties the strategies back to his own business experience and includes sample email outlines that help illustrate what the sales strategy looks like in action.

Plus, he includes a list of action steps that you can follow in order to make the strategies he has outlined in his sales case studies work for you. Patel has written an article that is both a comprehensive guide to using three distinct sales strategies, as well as a place where readers can see case study examples of them in action, so while it is a fairly long read, it’s well worth it.

The Best Sales Case Studies You Should Read - Bidsketch (3)

Kissmetrics offers great examples from real businesses. Image via their article, also linked below.

2. Kissmetrics Blog: How These 7 Companies Increased Revenue by an Average of 425%

You’re likely familiar with Kissmetrics, either via their product or simply based on the fact that they are one of the most reliable, respected voices in the marketing metrics space.

Their case studies are, naturally, very reliant on metrics to tell a story. This makes these case studies a must-read, as getting hard data on how sales initiatives actually improved key metrics is surprisingly hard.

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Like Patel’s article, Kissmetrics dives deep into each business, and they offer a clear takeaway for each that you can apply to your own sales and marketing processes.

The Best Sales Case Studies You Should Read - Bidsketch (4)

Modern Marketing Concepts offers a variety of case studies from their clients. (Source.)

3. Modern Marketing Concepts:Case studies

This New York-based “sales optimization company” Modern Marketing Concepts offers perhaps some of the best sales case studies that you can find specifically from a marketing firm.

Each case study is formatted as a quick, easy to digest PDF, that touches on the challenges Modern Marketing Concepts faced, and the solutions they put into place. They also include actual data demonstrating the success of each sales initiative.

While many sales case studies tend toward the vague and fluffy, those presented by Modern Marketing Concepts actually offer something concrete. Be sure to check these ones out.

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Featured Customers offers lots of case studies, like these ones from Soasta and their industry competitors. (Source.)

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4. Featured Customers: Soasta case studies, as well as competitors

Let’s get this out of the way at the outset: Featured Customers is a behemoth of a site to wade through. However, if you can navigate through all the information provided, you will actually find some great case studies to check out.

For example, following the link above will lead you to case studies from the software company Soasta, as well as their competitors. While case studies may not be the primary intended use of Featured Customers, it is a great resource to check out—if you have time to do a bit of digging.

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Soasta’s website offers even more of their sales case studies. (Source.)

5. Soasta: Customers

Speaking of Soasta, going directly to their site yields tons of other great sales case studies that you should check out.

The best part? You can filter by industry—of which there are many, spanning industries from retail, to travel, to tech. Not only that, but the brands featured are some pretty big names, giving the case studies presented a level of resonance that discussion of smaller, unknown businesses might not have. Soasta’s case studies also include feedback from their customers themselves, which is definitely worth a read.

The Best Sales Case Studies You Should Read - Bidsketch (7)

Case studies via Inside Sales.

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6. Inside Sales: Sales case studies

Here, Inside Sales has collected a list of case studies from their customers, which discuss how the businesses they have worked with have managed to increase their productivity levels after implementing the products Inside Sales offers.

The case studies presented here are succinct and informative; they clearly lay out the challenges facing the business, the solutions Inside Sales implemented, and the eventual results.

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Core DNA shares case studies specifically from ecommerce businesses. (Source.)

7. Core DNA: 7 eCommerce Case Studies You Need to Steal From

If you run an ecommerce business, your sales needs and strategies will likely differ from those of entrepreneurs who run a brick and mortar business. So, checking out some ecommerce specific case studies is a good idea.

Now, this is not the only entry on this list that shows case studies from ecommerce businesses, but it is framed from the standpoint of a discussion of the metrics that matter specifically to ecommerce businesses. So, definitely check this one out if that is your business type.

Now that you have spent some time reading sales case studies, it’s time to create your own

Wait, what?

Seriously. You have seen how powerful a tool case studies can be for businesses; with that in mind, it’s a good idea to consider creating some case studies of your own.

Case studies make fantastic promotional tools when done correctly. You are spending tons of time researching sales processes and becoming a better salesperson so that you can generate more clients and revenue for your business—you should be putting that effort to work for you even in the future.

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You can feature client case studies on your website, in marketing materials, and even use them as part of your sales pitch. Just like that, you’ve created a feedback loop in which the work you are doing now to better your sales ability will continue to benefit you in the future, driving more sales.

One of the biggest benefits of featuring your sales case studies is that they allow you to build a narrative. Storytelling is powerful, and the more you can tell a compelling story for your prospective customers, the better. So, frame your case study in such a way that you really highlight the story and paint a picture that shows all the ways hiring your business helped this other business grow and improve. By doing so, you’ll be leveraging storytelling and social proof, which makes a simple cold outreach call or email markedly more likely to be well-received.

For more on sales tactics, hiring sales staff for your team, and great resources to check out to help you improve your sales chops, check these recent articles out:

  • How to Deliver a Great Sales Pitch
  • How to Close a Sale: 5 Tips to Help You Secure More Business
  • The 11 Best Sales Techniques [Plus Formulas You Can Use Today]
  • How to Write a Follow up Email That Clients Will Respond To
  • Sales Definitions: The Ultimate A to Z Guide
  • The Sales Pipeline, Explained
  • Hiring a Sales Team: What Roles to Fill (and How to Decide If You Really Need One)
  • 31 Sales Questions to Help You Hire a Salesperson for Your Team
  • Sell Me This Pen: Why You Should Always See Potential Sales Hires In Action
  • The Best Sales Books for Entrepreneurs to Read in 2018
  • How to Find Email Addresses for Anyone
  • How to Choose the Best Sales Dashboard

Which case study did you find the most valuable to read, or do you have one to add to this list? Leave a comment and let me know.

FAQs

What is a good example of a case study? ›

Researchers might study a group of people in a certain setting or look at an entire community. For example, psychologists might explore how access to resources in a community has affected the collective mental well-being of those living there.

What questions should a case study answer? ›

What are the 3 top important tips for a salesperson? ›

Tips to Become a Better Salesperson
  • Shadow your peers. Want to improve your objection handling? ...
  • Practice your people skills. ...
  • Be a team player. ...
  • Know when to walk away. ...
  • Be honest. ...
  • Always solve for the customer. ...
  • Roll with rejection. ...
  • Always ask for referrals.
12 May 2021

Where can I find good case studies? ›

Free Case Studies online
  • Business Case Studies by Company and also by Topic.
  • Case Place.
  • Journal of Business Case Studies.
  • MIT Sloan Management LearningEdge.
  • The New York Times Small Business Case Studies.
  • Yale School of Management.
18 Nov 2021

What are the 3 methods of case study? ›

He has helpfully characterised three main types of case study: intrinsic, instrumental and collective[8]. An intrinsic case study is typically undertaken to learn about a unique phenomenon.

How do you pass a case study interview? ›

Case interview tips
  1. Understand the issue; ask clarifying questions as needed.
  2. Identify the underlying assumptions.
  3. Summarize specific issues and findings.
  4. State your recommendations.
  5. Outline next steps and expected results/impacts.

How do you solve a case study? ›

Preparing the Case
  1. Read and Examine the Case Thoroughly. Take notes, highlight relevant facts, underline key problems.
  2. Focus Your Analysis. Identify two to five key problems. ...
  3. Uncover Possible Solutions/Changes Needed. Review course readings, discussions, outside research, your experience.
  4. Select the Best Solution.

How do you crack a case study interview? ›

Crack a case in 4 steps
  1. STEP 1: CLARIFY. WHAT THE INTERVIEWER WILL DO: ...
  2. STEP 2: STRUCTURE. The structure is not the solution, but it's like creating a roadmap or defining a set of areas that you'll investigate with the interviewer. ...
  3. STEP 3: ANALYze. WHAT THE INTERVIEWER WILL DO. ...
  4. STEP 4: CONCLUde. WHAT THE INTERVIEWER WILL DO.

What are the 5 qualities of a salesperson? ›

5 Qualities That Make a Great Sales Person
  • Communication Skills. Sales is basically all-day communication. ...
  • Drive. A great salesperson needs to be passionate about what they do and have a drive to be successful. ...
  • Patience. Similar to commitment, a good sales person must also have a great deal of patience. ...
  • Empathy.
24 Sept 2018

What are the four basic skills of a sales representative? ›

Top 5 skills for a career in sales
  • Confidence - maintaining a positive attitude.
  • Resilience - communicating with conviction.
  • Active listening - understanding the customers' needs.
  • Rapport building - selling your personality.
  • Entrepreneurial spirit - continual self-improvement.

What are the 4 tips of the sales basics that beginners must master? ›

With this in mind, here are 11 valuable sales tips for beginners.
  • Think About Who You Should Be Selling to. ...
  • Don't Think About Your Goals – Think About Your Customer's Goals. ...
  • Sell Value, Not Specs. ...
  • Don't Take Rejection Personally. ...
  • Honesty Is the Best Policy. ...
  • Research Is Key. ...
  • Personalize Everything.
11 Jan 2021

Where can I read case studies for free? ›

Free case study websites
  • BusinessEthics.ca. ...
  • Daniels Fund Ethics Initiative -- Case Studies. ...
  • Ethics Unwrapped. ...
  • Knowledge@Wharton. ...
  • Merlot OER Case Studies. ...
  • MIT LearningEdge Case Studies. ...
  • SHRM Case Studies (Human Resources) ...
  • World's Best Case Studies.

How do I find a case study on Google? ›

Search tips

Access Google Scholar from the Library homepage to link through to Library subscribed resources. Add "case study", "case studies" or "case report" to your search terms.

How do I find a case study online? ›

Finding Case Studies on the Free Web

There are a few noteworthy sites that provide free online access to case studies, including: MIT Sloan School of Management LearningEdge Case Studies. The New York Times Case Studies. The Case Centre - Free Case Collections.

What are the 5 essential elements of a great case study? ›

The Elements of a Great Case Study
  • (1) A time- and issue-bounded dilemma.
  • (2) Explanations of issues and concepts.
  • (3) A story, with vivid characters and moments.
  • (4) Data and other information.
  • (5) Scenarios that lead in different directions.
26 Feb 2019

What are the 6 parts of case study in order? ›

6 parts of a case analysis
  • Preparation. Just like with any study, it's important to first prepare to conduct the case analysis. ...
  • Introduction. ...
  • Background information. ...
  • Proposed solutions. ...
  • Recommendations. ...
  • Review.

What makes a great case study? ›

Good case studies include key details that show how the customer got from A to B using the product—something you don't get with customer reviews. Don't make your reader work too hard to visualize the story. If you can use images and videos, use them!

How do you start a case study? ›

Writing up your case study
  1. Introduce the topic area of the report.
  2. Outline the purpose of the case study.
  3. Outline the key issue(s) and finding(s) without the specific details.
  4. Identify the theory used.
  5. Summarise recommendations.

What is case study easy words? ›

a case study can be defined as an intensive study about a person, a group of people or a unit, which is aimed to generalize over several units'.1 A case study has also been described as an intensive, systematic investigation of a single individual, group, community or some other unit in which the researcher examines in ...

How do you analyze a case study example? ›

The case study analysis can be broken down into the following steps:
  1. Identify the most important facts surrounding the case.
  2. Identify the key issue or issues.
  3. Specify alternative courses of action.
  4. Evaluate each course of action.
  5. Recommend the best course of action.

What should you not do in a case interview? ›

Here are some of the most common case interview mistakes and tips on how to avoid them.
  • Not having pens, pencils or paper. ...
  • Not having a structured answer. ...
  • Not taking time to think. ...
  • Not preparing for the fit portion of the interview. ...
  • Not talking through your process.

Are case study interviews hard? ›

Case interviews are among the hardest job interviews for business candidates. Passing rate is only 10% to 20%, with each candidate facing 4-6 case interviews for one consulting recruitment process.

How long is a case study interview? ›

Anywhere from 10 minutes to 1 hour is how long your case interview can last and it will depend on the complexity of the question that you're being asked, as well as the tasks and the deliverable that you're being asked for.

What are 7 steps to solve case study? ›

7 Easy Steps to Make a Good Case Study
  1. Don't have over expectations about your case studies. ...
  2. Find something interesting to engage readers. ...
  3. Make your case study for the target audience. ...
  4. Follow the right structure in your document. ...
  5. Use relevant data in your case study. ...
  6. Draw your company or service as a helping hand.

Can you use a calculator in a case interview? ›

You might be allowed to use a calculator in the screening tests, but you definitely can't use a calculator during your case interview.

What is a case study interview question? ›

Case study interviews are common in recruitment for management consulting roles but can be used in other industries as well. They're different to standard 'question and answer' interviews, as case study interviews involve working through a business problem or scenario with the interviewer to reach a logical conclusion.

What is the secret to sales? ›

Be more than a salesperson

One of the most crucial sales secrets is knowing that sales is about relationships first. Forget about the money. Worry about showing someone that you're there to make them successful. Maybe they won't buy now, but they might buy later or lead you to someone else who will.

What type of person is good at sales? ›

Assertive: goal-oriented, competitive, decisive, impatient, controlling, loud; more likely to speak in sentences than in questions. Amiable: patient, friendly, open to challenges, calm, informal; often good listeners who ask many questions and seek strong personal relationships.

What are three core skills of a salesperson? ›

These are the skills that you practice in the field and that directly affect your ability to convert prospects and improve your sales percentages.
  • Persuasiveness. Good salespeople don't pressure prospects—they persuade them. ...
  • Empathy. ...
  • Active listening. ...
  • Relationship building.
28 Sept 2021

How can I succeed in sales 2022? ›

  1. Become A Trusted Advisor. ...
  2. Utilize In-Person And Social Selling Platforms. ...
  3. Ask Good Questions And Actively Listen. ...
  4. Connect With Your Customers' Values. ...
  5. Understand How People Think. ...
  6. Build Honest Relationships With Customers. ...
  7. Build Relationships The Old-Fashioned Way. ...
  8. Be A Presence Of Honesty And Integrity.
14 Jan 2022

How can I get a free case study solution? ›

These websites offer free access to business case studies. Please note that you may need to create an account to access the cases first.
  1. The Case Centre. ...
  2. Copenhagen Business School Case Studies (Case Centre) ...
  3. Eforce Case Studies (Case Centre) ...
  4. Highlighted Cases and Case Studies: Daniels Fund Ethics Initiative. ...
  5. ICMA.
8 Jun 2022

Where is the best business case study? ›

Below are some of the best known sources.
  • Acadia Institute of Case Studies (archived link)
  • Arthur Andersen Case Studies in Business Ethics (Carnegie Mellon)
  • Case Centre.
  • Daniels Fund Ethics Initiative - Anderson School of Management.
  • Enduring Legacies Native Cases: Business and Management.
4 days ago

How do I find a business case? ›

How To Find Business Case Studies: Home
  1. Finding Case Studies Using Business Source Complete. Access Business Source Complete: ...
  2. Finding Case Studies Using Entrepreneurial Studies Source. ...
  3. Finding Case Studies Using ProQuest Research Library. ...
  4. Finding Case Studies Using ProQuest Business. ...
  5. Finding Case Studies In Other Databases.
29 May 2018

Is Google Scholar legal? ›

Google Scholar is a free legal research platform that's ideal for initial research and secondary sources. Google Scholar offers state and federal case law from all 50 states.

Does Google Scholar still exist? ›

Google Scholar helps you find relevant work across the world of scholarly research.

What is case study database? ›

A case study database is a primary method for organizing and warehousing case study data and analyses—including notes, narratives, tabular material, and documents—in a single space.

How do you know if something is a case study? ›

Sources of evidence for case studies include interviews, documentation, archival records, direct observations, participant-observation, and physical artifacts. One of the most important sources for data in qualitative case study research is the interview [2, 3].

How does a case study look like? ›

Case studies usually follow a typical story structure, which means they have a beginning, middle, and end. Think of them as a “before and after” snapshot of a customer's business – complete with quotes, statistics, and images. Business case studies are often created by the marketing team and given to the sales team.

How do you start a case study? ›

Writing up your case study
  1. Introduce the topic area of the report.
  2. Outline the purpose of the case study.
  3. Outline the key issue(s) and finding(s) without the specific details.
  4. Identify the theory used.
  5. Summarise recommendations.

What are 7 steps to solve case study? ›

7 Easy Steps to Make a Good Case Study
  1. Don't have over expectations about your case studies. ...
  2. Find something interesting to engage readers. ...
  3. Make your case study for the target audience. ...
  4. Follow the right structure in your document. ...
  5. Use relevant data in your case study. ...
  6. Draw your company or service as a helping hand.

Can I do a case study on myself? ›

Using yourself as a case study in your nonfiction book can be a great way to bring your messages to life, especially if your book is about personal development or business advice. When you're sharing a true story of your own, you don't need to gain anyone else's permission to use the material.

What are the five steps to write a case study? ›

Here's how to write a case study:
  • Open with an introductory overview. ...
  • Explain the problem in question. ...
  • Detail the solutions implemented to solve the problem. ...
  • Refer to key results. ...
  • Finish with recommendations and next steps.
13 Aug 2021

How long is a case study? ›

Most resources tell you that a case study should be 500-1500 words. We also encourage you to have a prominent snapshot section of 100 words or less. The results and benefits section should take the bulk of the word count. Don't use more words than you need.

How do you solve a case study? ›

Preparing the Case
  1. Read and Examine the Case Thoroughly. Take notes, highlight relevant facts, underline key problems.
  2. Focus Your Analysis. Identify two to five key problems. ...
  3. Uncover Possible Solutions/Changes Needed. Review course readings, discussions, outside research, your experience.
  4. Select the Best Solution.

What is case study easy words? ›

a case study can be defined as an intensive study about a person, a group of people or a unit, which is aimed to generalize over several units'.1 A case study has also been described as an intensive, systematic investigation of a single individual, group, community or some other unit in which the researcher examines in ...

What is another word for case study? ›

What is another word for case study?
dossierreport
registerdocumentation
chronicleannals
journallog
datadiary
238 more rows

How do you prepare a sales case study? ›

  1. Tips For Creating a More Effective Sales Case Study. (Source) ...
  2. Write About Someone Your Customer Can Relate. ...
  3. Narrate a Story From Start to Finish. ...
  4. Make Your Case Study Easier to Read. ...
  5. Highlight Real Numbers. ...
  6. Talk About Specific Strategies. ...
  7. Test Different Content Formats. ...
  8. Repurpose Your Case Study for Different Audiences.
31 Dec 2021

What is a case study for sales? ›

A case study in sales is any story, data, or evidence of your product or service benefitting a customer. Case studies aren't really about your company though. This is an easy mistake to make. The focus should always be on the benefits your customers and clients experience because of your company.

How do you analyze a case study example? ›

The case study analysis can be broken down into the following steps:
  1. Identify the most important facts surrounding the case.
  2. Identify the key issue or issues.
  3. Specify alternative courses of action.
  4. Evaluate each course of action.
  5. Recommend the best course of action.

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