Helping Sells Radio

In the software business, Selling Doesn't Help. Helping Sells. Helping Sells Radio is a podcast about helping customers discover, adopt, and thrive using your software. Co-hosts Bill Cushard and Sarah E. Brown will talk to experts about helping sells 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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Helping Sells Radio



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Now displaying: 2016
Dec 20, 2016

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.

Dec 6, 2016

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. 

Nov 22, 2016

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.

Nov 8, 2016

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.

Oct 26, 2016

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.

Oct 12, 2016

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.

Sep 28, 2016

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.  

Sep 13, 2016

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.

Aug 30, 2016

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".

Aug 16, 2016

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.

Aug 3, 2016

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.

Jul 19, 2016

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.


Jul 5, 2016

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.

Jun 21, 2016

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?"

Jun 7, 2016

In this episode, Bill and Sarah take the audience to the Customer Success industry's premier conference, Gainsight Pulse Conference 2016. Guests interviewed include MindTouch CEO Aaron Fulkerson, Cloudera VP Customer Success Sarah Sproehnle, WalkMe VP Customer Engagement Emilia D'Anzica, and Glide Consulting founders Nils Vinje and Alex McClafferty. Hear insiders' perspectives on the future of customer success and helping customers love your software.

May 24, 2016

Aaron Ross joins Helping Sells Radio for Episode 14. Aaron, with co-author Jason Lemkin, recently published a new book, From Impossible to Inevitable: How Hyper-Growth Companies Create Predictable Revenue, which is a follow-up to the widely read and implemented book Predictable Revenue, which has been called the sales bible of Silicon Valley. Sarah and Bill talk to Aaron about two main topics. First, we talk about why we should not tell people what we do for a living, but describe how we help people. Second, we talk about the new book. 

May 9, 2016

Catherine Blackmore, GVP of Customer Success at Oracle Marketing Cloud, joins the show to discuss the importance of training, change management, and business transformation to customer success. We also discuss whether the prominence of customer success is causing a convergence between sales and service. And yes, Bill did steal one of Catherine's ideas.

May 6, 2016

Todd Eby is the Founder and CEO at SuccessHacker, editor of the Customer Success Journal, Advisor to, and has been named to multiple Customer Success Influencers lists including The FrontLeaf 50 and the MindTouch 100 Customer Success Influencers You Should Reach Out To. Today, we chat with him about why achieving real Customer Success is the hardest simple thing to do.

Apr 26, 2016

Technology marketing expert Geoffrey Moore joins the show to discuss his new book, ZONE TO WIN: ORGANIZING TO COMPETE IN AN AGE OF DISRUPTION. Moore’s life’s work has focused on the market dynamics surrounding disruptive innovations. In this episode, Moore shares how established enterprises and startups can compete in an age of disruption.

Apr 13, 2016

In today's episode, we speak to Danielle Tomlinson, VP of Global Education at Plex Systems. Danielle has built education functions from scratch and built mature ones into optimized functions. At Business Objects, SAP, Hortonworks and other fast-growing software companies, Danielle has honed running a business education department to achieve outcomes like increased renewals and revenue. Hear her approach to customer education that helps customers while driving revenue.

Apr 1, 2016

In this episode, we talk to Katie Rogers, VP of Client Services at SalesLoft. After admiring Katie's work from afar, Bill and Sarah met Katie Gainsight Pulse Conference 2015. Katie joined us to talk about how she grew SalesLoft's customer success function from scratch during a period when the company grew 2,000%. Listen to learn how she did it while retaining her characteristic high energy and keeping sane.


Mar 21, 2016

In Episode 8 of Helping Sells Radio, we talk to Ryan Battles, co-founder of Harpoon, a financial goal-setting, time-tracking, and invoicing app for freelancers and consultants. Ryan is also author of two books: SaaS Marketing Essentials: The Ultimate Guide to Launching and Growing Your SaaS Application and Using Periscope for Business: How to Engage Your Audience with Live Streaming. Ryan discusses SaaS marketing trends in the context of the helping sells approach and how businesses can use Periscope to help their audiences solve problems or otherwise be better at what they do.

Mar 2, 2016

Today's episode features Tom Krackeler, Senior Vice President of Products at Zuora and Rachel English, Director of Customer Success at Zuora. Tom and Rachel joined us to discuss the future of Customer Success in the subscription economy. 

Feb 17, 2016

In this episode, Anne Janzer, writer, content marketing consultant and author of SUBSCRIPTION MARKETING joins us to discuss Value Marketing, Customer Success, and lessons from working with a hundred technology companies, serial entrepreneurs, industry thought leaders, and technology pioneers. 

Feb 2, 2016

This week Nils Vinje, founder of Glide Consulting, joins Helping Sells Radio to discuss where customer success is headed and how he helps SaaS companies build high performing customer success organizations. 

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