Greg Warner, Senior Technical Consultant at ServiceRocket, joins Helping Sells Radio to discuss how he helps customers avoid hurting themselves in their software projects. Or as Greg puts it, "Stopping them from running down the hallway with scissors." Greg also talks about how he helped a manager see his grandkids for the first time in months by helping him set up his work processes in Jira. Now that's an outcome.
Irit Eizips of CSMPractice explains that customer success is a two-way street between the customer success manager and the client. Both are accountable for achieving desired outcomes sought by the client.
Marcus Sheridan joins Helping Sells Radio to discuss his book They Ask You Answer: A Revolutionary Approach to Inbound Sales, Content Marketing, and Today's Digital Consumer, which is a call for entrepreneurs, marketing and sales professionals to answer customer questions as a means for helping customers, building trust, and driving sales. It is a simple approach that most of your competitors would not dare dream of implementing.
Adam O'Donnell, co-founder and CEO of Successly Live, joins Helping Sell Radio to share what he learned from interviewing more than 200 customer success leaders. Adam and his team discovered some surprising insights about how many teams are using CS platforms (hint: it's way less than you probably think), the maturity of the CS industry, the most common reasons CS initiatives fail, and more.
Emilia D'Anzica, VP of Customer Engagement at WalkMe, has returned to Helping Sells Radio to talk about what to do when customers want to take an approach that customer success managers know will not lead to success, and how to educate customers on why they should take a different approach. In other words, Emilia wants CSMs to lead customers to success.
In this episode of Helping Sells Radio, Chris Doell, VP of Customer Success for the cloud security division of Cisco, talks about the importance of evaluating software vendors on four post-sales criteria in addition to price, features, benefits, and product fit, which most software buyers already focus on. Doell says these four criteria are hardly ever in RFPs that he receives from buyers, but you can bet they are in all of the RFPs that he sends to vendors. We dive into these four criteria with Doell to help you improve how you evaluate software companies.
In this special episode of Helping Sells Radio, a panel of customer education executives at open source software companies share how to run customer education as profit-and-loss-focused businesses at global scale. Panelists include Cloudera Vice President of Customer Success Sarah Sproehnle, MuleSoft Head of Education and Certification Richard Huie-Buickius, and Couchbase Vice President of Learning and Strategic Development Peter Childers. This panel was recorded at the Business of Customer Education Conference (BOCE), which was co-located at the Gainsight Pulse Customer Success Conference in May 2017.
In this special episode of Helping Sells Radio, Gainsight Head of Training Dave Derington and ServiceRocket Learning Platform Product Manager Jesse Miller tackle an issue that befuddles most customer education teams: how to link customer education activity with business results. They clarify the process for answering the question, "What impact did customer education have on customer satisfaction, NPS, product adoption, renewal rates, and even product sales?" Answering these questions can turn customer education leaders into rock stars in their companies because they have the potential to turn education from overhead to a profit center that contributes directly to company growth. This talk was recorded at the Business of Customer Education Conference (BOCE), which was co-located at the Gainsight Pulse Customer Success Conference in May 2017.
In this special episode of Helping Sells Radio, Atlassian's Director of Training Sherry Quinn shares how to scale customer training and address different customers' needs by starting with a core curriculum and repurposing it into multiple formats. This is a recording of her talk at the Business of Customer Education Conference (BOCE), which was co-located at the Gainsight Pulse Customer Success Conference in May 2017.
In this special episode of Helping Sells Radio, Director of Workplace by Facebook for the Americas Monica Adractas gives a talk about how Facebook thinks about educating employees of enterprise customers, many of whom do not have email and do not sit at desks. Deskless workers interact with colleagues at work primarily through an app in their mobile phone, which requires a whole new way of thinking about educating customers at scale. This is a recording of her talk at the Business of Customer Education Conference (BOCE), which was co-located at the Gainsight Pulse Customer Success Conference in May 2017.
In this special episode of Helping Sells Radio, ServiceRocket Founder and CEO Rob Castaneda gives a talk at the 2017 Business of Customer Education Conference (BOCE) about how to use eduction to proactively help customers. ServiceRocket co-located its BOCE Conference at the Gainsight Pulse Customer Success Conference as a track dedicated to helping software professionals help their customers learn their software and achieve business outcomes.
On this episode of Helping Sells Radio, Rachel Orston, CEO of UserIQ talks about a new role she has hired called customer growth architect. She explains that even though a customer architect is about customers success, it is not a customer success role. We found this interesting and dug into the purpose of this role and how it will be measured....right down to the metrics.
Donna Weber, Principal at Springboard Solutions Consulting, joined the show to talk about the need to align customer education to customer because because no matter what you call it, customer success is about the entire post sales customer experience. That includes training.
Chad Horenfeldt is a Customer Experience and Customer Success executive with 15+ years experience developing Customer Success teams with companies of all sizes. At Bluecore, he serves as Vice President of Customer Success and manages a CS team of CSMs, client onboarding, Support, technical services and education. Chad joined the show to discuss specific tips for hacking Customer Success at your own company.
Ed Powers has been a practicing Customer Success consultant and community organizer for the past several years in Colorado and recently became Vice President of Customer Success at simPRO, an Australian company making business management software for trade contractors. Ed joined the show to discuss the psychology of Customer Success, applying neuroscience in the customer journey, what matters most to Customer Success leaders and practitioners in 2017, and building a Customer Success community based around learning and helping outside Silicon Valley.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.