Helping Sells Radio

Nir Eyal, author of the bestselling book, Hooked: How to Build Habit-Forming Products and founder of the Habit Summit joins Helping Sells Radio to discuss how to design products products to help customers achieve outcomes. Subscribe at helpingsells.substack.com

Tara-Nicholle Nelson, CEO of Transformational Consumer Insights, joins this episode of Helping Sells Radio to discuss how we should pay attention to how our customers want to live their life differently, and how we can help them achieve that. In her new book, The Transformational Consumer: Fuel a Lifelong Love Affair with Your Customers by Helping Them Get Healthier, Wealthier, and Wiser, Nelson writes about how you can be successful by helping your customers achieve their goals, personal or professional.    Subscribe at helpingsells.substack.com

Anthony Kennada is the VP Marketing at Gainsight, building and leading the Customer Success industry. He is responsible for managing the company’s global marketing strategy, from demand generation to brand marketing, and is credited with creating the “Pulse” community of Customer Success leaders. Today, over 3200 executives attend the annual Pulse conference in Oakland and the over 30 chapters of PulseLocal communities across the globe. We chatted with Anthony about the Business of Customer Education, Pulse Conference 2017, and the future of Customer Success. Subscribe at helpingsells.substack.com

Customer Success veteran Amy Mustoe is an expert at building Customer Success functions from the ground up. At companies like SendGrid and The Reed Group, she created teams responsible for delighting customers–and generating millions in revenue. In this episode, Amy joined us to discuss how she's building a Customer Success function at Cloud Elements incorporating lessons learned from her past roles, and baking customer education and enablement into her team's success strategy. Subscribe at helpingsells.substack.com

In this episode of Helping Sells Radio we talk to Jocelyn K. Glei, author of the book Unsubscribe: How to Kill Email Anxiety, Avoid Distractions, and Get Real Work Done, about how being effective at managing our team, overcoming email addiction, and how getting real work done is the new competitive advantage for people in the workplace.  Subscribe at helpingsells.substack.com

Throughout his career, Steve Frost has helped companies like Google and Netscape define their go-to-market strategy and business development tactics. Steve is dedicated to helping technology organizations implement new sales approaches that are helpful to customers as well as optimizing services touchpoints to drive new leads, increase revenue, and provide better customer outcomes. Steve joins us on Helping Sells Radio to dissect how to sell more software by fostering a helpful approach and aligning sales, services and Customer Success. Subscribe at helpingsells.substack.com

This episode features Dailius Wilson, a Director at TrustRadius, a community of professionals sharing software reviews and best practices. Dailius is also an investor and strategic advisor to more than 65 companies around the word and founded his own startup in Sydney, making a list of 30 under 30 entrepreneurs in Australia. We talked to Dailius about how he's built his impressive career via a "helping sells" approach and why telling the truth is great for selling SaaS products. Subscribe at helpingsells.substack.com

User onboarding expert Samuel Hulick joins the show to talk about how incentives actually prevent good user onboarding, why software companies should focus their onboarding efforts around helping customers get their job done, not on how to use the software, and why everyone is (or should be) in the onboarding business.  Subscribe at helpingsells.substack.com

In this episode, Apto's Customer Success Director Camilla Calhoun and Vice President of Sales Kerry Hudson join us to talk about how their SaaS company delivers Customer Success to the underserved commercial real estate industry. Subscribe at helpingsells.substack.com

On today's show we're joined by ServiceRocket Chief Operating Officer Erin Rand. Erin discusses scaling tech companies, leading with people and process and how to build a more inclusive company. Subscribe at helpingsells.substack.com

Hiten Shah, renowned entrepreneur, startup advisor and co-host of The Startup Chat podcast, joins Helping Sells Radio to chat about building a remarkable career focused on helping others, and how competing in today's SaaS market requires building remarkable self-service and helping customers help themselves. Subscribe at helpingsells.substack.com

In this episode of Helping Sells Radio, Sarah and Bill are joined by Pat Durante, Senior Director of Education Services at Black Duck Software and President of the Computer Education Management Association (CEdMA) to talk about the continuously blurring lines between technical marketing, customer education, software adoption services, and customer success. No matter what you call it, it's all about helping customers use the software effectively so they are successful and they renew. Subscribe at helpingsells.substack.com

ServiceRocket Founder and CEO Rob Castaneda joins Helping Sells Radio to talk about software adoption, the future of learning, and why it took us so long to get him on the show.   Subscribe at helpingsells.substack.com

Today's episode features Sujan Patel, founder of Webprofits, a content marketing agency that helps companies like Linkedin, Salesforce, and Zillow and others grow their businesses through content marketing. Sujan joined us to talk about why most marketing and sales teams are not aligned and how content can be the catalyst for bringing sales and marketing together to provide useful information to prospects and customers to accelerate the sales cycle. As Sujan says, "You don't need to be the creator of the information, but you need to be the source of information. Now that's a helping sells approach. Subscribe at helpingsells.substack.com

Today's episode features Aaron Fulkerson, founder and the CEO of MindTouch, a provider of cloud-based software that uses product and support content to drive customer engagement and success. Aaron joined us to discuss how to crush it at sales through a no-selling approach, how to hire teams focused on doing "important work," building a culture of sales leaders and why companies should approach the sales cycle as a "success cycle". Subscribe at helpingsells.substack.com

Today's episode features CrowdRiff's Head of Marketing Amrita Chandra. Amrita shares the importance of embracing the fundamentals of marketing and why talking to customers in a more personal way is more important than ever in B2B SaaS marketing. She also discusses the importance of building customer success-focused marketing programs--including the surprising insight that creating a frictionless cancelation experience can actually accelerate your sales cycle. Subscribe at helpingsells.substack.com

ShareRoot COO Misha McPherson joined Helping Sells Radio to discuss how to create world-class sales teams. McPherson offers insights for building inclusive, highly effective sales functions and extols the virtues of adopting a helping sells approach. Subscribe at helpingsells.substack.com

In today's episode, customer success visionary and Gainsight CEO Nick Mehta joins us to discuss growing a massive tech conference focused on helping customers achieve outcomes, the evolution of the customer success industry, and his new book.   Subscribe at helpingsells.substack.com

In this episode, Oakland-based novelist and strategist Eliot Peper joins us to discuss his fourth novel, Cumulus, a dark, gritty science fiction story set in a near-future San Francisco Bay Area ravaged by economic inequality and persistent surveillance. Eliot shares how his entrepreneurial background and embracing a "helping sells" approach has helped him become a highly successful self-published author. Subscribe at helpingsells.substack.com

Joining Helping Sells Radio is Matt Doar, Chief Toolsmith at ServiceRocket and author of the O'Reilly book Practical JIRA Administration. Sarah and Bill talked to Matt about why he considered laziness as a means for driving him to write books, how technical consulting is more about helping people than it is about configuring tools, and the great big question, "What should schools be teaching that they're not?" Subscribe at helpingsells.substack.com