The following is an excerpt from an article from Pete Caputa of HubSpot:

Hopefully, your company prioritizes the publication of case studies. (HubSpot produces new case studies on a regular basis. Our top reps can recite the facts and quotes from many of them.) If your marketing team doesn’t do this for you, follow seasoned sales and marketing expert Todd Hockenberry’s advice:

"Smart salespeople will stop waiting for their marketing teams to create case studies for them. They’ll take things into their own hands. Salespeople will more consistently ask up front for the right to create a case study when they deliver the value promised to their client. Then they'll interview and help craft the case study story, making it about the value delivered to their client in the client's own words.”

Read the rest of the article here:

http://blog.hubspot.com/sales/the-first-sales-call-conundrum