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Helping Sells Radio

Helping Sells Radio is the enterprise software podcast about helping customers discover, adopt, and thrive using your software. Host Bill Cushard talks to experts in software adoption, customer success, sales, marketing, customer training, and more. Subscribe and listen to get insider tips for leveraging "strategic generosity" to grow your software business. Brought to you by ServiceRocket Media.
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Now displaying: Category: Marketing
Sep 28, 2018

We sure do sound like an expert at work when we educate our peers and stakeholders about best practices in our industries. After all, our executive teams are asking us to implement best practices. Our customers expect us to follow best practices. The conferences we attended attract us with sessions on best practices. We learn them. We implement them. We are praised when we do. But did any of us sit down and think, before we charged down best practices hill, "Is following these best practices right for us?"

Jay Acunzo, keynote speaker, founder of Unthinkable Media and author of the upcoming book, Break the Wheel: Question best practices, hone your intuition, and do your best work, helps us change how we think about best practices. Jay tells us, "We are starting to lose sight of how to make good decisions at work. We think it's about finding that best practice. But here's the deal. Finding best practices is not the goal. Finding what works best for you is the goal.

Big difference. 

So this begs the question. How do you (your organization) find out what works best for you?

That is the question Jay helps us answer on this episode of Helping Sells Radio. 

Learn more about Jay:

The book: http://jayacunzo.com/book/

His website: http://jayacunzo.com/

Twitter: https://twitter.com/jayacunzo

That Medium post we opened the show with: Confessions of a content creator: I don't care about data

https://medium.com/unthinkable-creativity/confessions-of-a-content-creator-i-dont-care-about-data-3542c2d9a3a5

(I post the URLs rather than just linking the text, in case some of these podcast services doesn't pick up the HTML. At least you can copy and past the URL if you want to get it).

Aug 21, 2018

How well do you know your customers? Do you know their lingo? Do you use their lingo in your communication with them? Do you really? Jeffrey Shaw, author of the book Lingo: Discover Your Ideal Customer's Secret Language and Make your Business Irresistible, joins Helping Sells Radio to help us, help our customers say to themselves, "They so get me." One tactic Shaw suggests is for us to use self-identifying questions so a customer can screen themselves to us. He calls it to help "customers how up 80% positioned." Shaw explains, "When you know your customer so well you really embody their emotional triggers that you can pose questions in your marketing and on your website that ring so true for your ideal customers their typical response is "WOW! It's like your in my head." 

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