Archive for May, 2018

New Book on Sales Enablement from Co-Author Byron Matthews

Posted in SLMA with tags , , on May 30, 2018 by OC Talk Radio


Sales Enablement has the promise and research behind it to explain why this book is more than a new just a sales process. Book co-author Byron Matthews discusses why he and co-author Tamara Schenk set out to define the many facets of sales enablement into an understandable framework for success.  The host is jim Obermayer.   We discuss:

  1. The many facets of Sales Enablement
  2. Define the Sales Enablement Charter
  3. Enablement Operations
  4. Measuring Results

About the Author Byron Matthews

Byron Matthews, President and CEO, leads Miller Heiman Group’s commitment to championing customer-management excellence throughout the customer life cycle and across the enterprise from one source. Byron brings to bear in his role a firm grasp of providing organizations worldwide with an expanded, holistic approach for developing and managing, and sustaining, long-term customer relationships.

Byron’s depth and breadth of prior experiences include serving as Senior Vice President of Sales at Aflac, where he led over 30,000 sales professionals across multiple channels, and over five years at Mercer as Global Sales Leader and Global Head of the Sales Performance Practice, where he grew revenue over 30 percent.

About Miller Heiman Group

Miller Heiman Group is the global leader in providing organizations the sales methodology plus technology to drive revenue. The organization consults with successful brands, both large and small, to implement training, technology and coaching that drastically changes business outcomes. Through a combination of system innovation, unique industry research and proven learning approaches, Miller Heiman Group is future-proofing clients through the next wave of sales disruption. For more information, visit

About CSO Insights
CSO Insights is the research division of Miller Heiman Group, dedicated to improving the performance and productivity of complex B2B sales. The CSO Insights team of respected analysts provides sales leaders with the research, data, expertise, and best practices required to build sustainable strategies for sales performance improvement. CSO Insights’ annual sales effectiveness studies, along with its benchmarking capabilities, are industry standards for sales leaders seeking operational and behavioral insights into how to improve their sales performance and to gain holistic assessments of their selling and sales management efficacy. Annual research studies address sales and service best practices, sales enablement and sales performance optimization. For more information, visit


Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at


Secrets to SaaS Start-up Sales Growth

Posted in Uncategorized on May 29, 2018 by OC Talk Radio

Secrets to SaaS Start-up Sales Growth

Posted in Hire Power Radio with tags on May 29, 2018 by OC Talk Radio

In this episode, listen in to Samuel Sunderaraj, VP of Sales at Skilljar.  Check out the full transcription on our blog starting Mon. 6/4.  

Samuel will answer some great questions:

What’s the state of SAS sales?

What does it look like today? And for folks that are either at the front lines or managing an SAS organization, what are the keys to making SAS sales work today?

He’ll also talk about how good sellers can actually be still at the forefront of the buying process, at the top of the buying process to provide that value.

He’ll share about the people side of growing a sales organization. It’s one thing to put numbers in a spreadsheet and say, “Well, if we call this many people, convert this many deals, we’ll hit our number,” but you still have people that you’re managing as part of that.

Hear about the importance and some of the keys to building a sales organization, a high performing sales organization that also prioritizes the people within it.

What about managing expectations? What about the boards objectives? What about the investor objectives? How do you manage that when you’re in the middle and you’re leading the sales organization, having to motivate the team, but also sort of set expectations from above?

All this and a lot more!


Samuel Sunderaraj has the following experience in sales management:

Driving and initiating contact with senior decision-makers at Small To Enterprise Accounts (C-level)
Scaling revenue from $0m to $30Million+ in ARR
Revenue retention ($30M+)
Building sales teams from 1 to 30+
Experience in building a successful sales organization from scratch, including recruiting, hiring, and developing compensation plans.
Leading sales teams that are metrics driven & efficient
Start-up advisor 

– Building high performance sales teams that are metrics focused and scaling for growth 
– Focus on customer & company success (“customers pay the bills”) 
– Sales metrics execution – managing cost of opportunity acquisition while driving top line revenue
– Territory and Market Optimization – executing to high conversions on the active funnel.
– Creating Value = sales multiple
– BOD Metrics & Analysis
– Funding (Seed, Series A-C,)

Learn more at

Simplifying Social Media Metrics

Posted in WVU Marketing Communications Today with tags , , on May 21, 2018 by OC Talk Radio


Metrics are simply standards of measurement by which efficiency, performance, or progress can be assessed. Yet in social media it can get complicated quickly with amount of data and options of what can be collected and where. In this podcast, we will cover the basics of collecting social media data, tracking social media metrics and identifying KPIs (key performance indicators). We will also consider how to link social media actions to business goals and marketing objectives for social measurement and optimization. This episode’s host is Cyndi Greenglass.

Some of the talking points will include:

  1. Is there a simple way to link social media metrics to business and/or marketing objectives?
  2. What else should be as marketers being thinking about when it comes to social metrics?
  3. What is the biggest mistake marketers still make with social media metrics?

Who Owns the Pipeline, Marketing or Sales?

Posted in SLMA with tags , , on May 21, 2018 by OC Talk Radio


In our on-going series of asking the question, “Who Owns the Pipeline”?” we are getting very interesting opinions from a wide variety of executives.  This week Rhone Morgan of DemandLab offers her insight.  Her answers might surprise you and change how you do business. .

About Rhoan Morgan

As CEO of DemandLab, Rhoan sets the direction for the technologies, strategies, and partnerships that drive success for the agency’s clients. An early proponent of marketing automation, Rhoan continues to explore the next wave of technologies and analytics that support engaging customer journeys, and deliver valuable customer insights that advance business goals and accelerate revenue.

About DemandLab

DemandLab creates powerful customer lifecycle, experience and relationship strategies by aligning and guiding business teams including marketing, sales, IT, finance through digital transformation to drive and accelerate revenue growth supported by advanced digital technologies and business process automation. With a blended solution of state of the art marketing automation, CRM, and data analytics know-how, combined with end-customer focused content strategies, DemandLab applies innovative techniques along with proprietary methodologies to benefit our customers’ bottom line.

DemandLab helps clients achieve ambitious business growth goals and surpass the competition through our wide variety of service offerings including marketing automation strategy and execution that define and deploy superior customer engagement journeys; data analytics, auditing and management, sales and marketing analytics and optimization; content strategy, creation and development; graphic and digital design and coding services. Learn more about this award-winning agency at

Sponsor for this show:

adView.cfm?id=396SLMA Radio Sponsorship

 Whether you’re producing a seminar series, user’s conference, lunch and learn, or exhibiting at a tradeshow, Validar has a solution. Call 888 784 2929 or visit us at

Hybrid Equity & Commodity Trading Strategy – Incline Investment Management – with Ted Parkhill

Posted in Uncategorized on May 21, 2018 by OC Talk Radio

Commodity Trading – Commodity Asset Management – with Nate Polachek

Posted in Uncategorized on May 21, 2018 by OC Talk Radio