Archive for Sales Skills Training

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

When Corporate Arrogance Bulldozes Marketing’s Good Judgement

Posted in SLMA with tags , , on May 1, 2018 by OC Talk Radio


A little bit of success, can breed arrogance and poor judgment in many fast growing companies.  I worked for one  company president who said, “The website is all we need to find customers,  we don’t need mail, email, public relations or exhibits.  if they can’t find us on the web, we don’t want them as customers.”

Some  companies  decide it doesn’t want anyway to contact it except through the sales department. They show one phone number and  no corporate address.

This frustration start a year or so ago.  It surfaced this last week when I called a company to talk to someone I know as a customer.  Their phone system had changed.  No phone book, just sales or customer service as an option. 

I clicked sales.  I asked for the person and the salesperson said, “There is no way to connect to that department.  Leave your name and if she thinks its important enough she will call back.”

“You don’t understand,” I said, “You’re a client of ours, I know her.”  And he replied, “Like I said, leave your number and if she thinks it’s important enough she’ll call you back.”

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


Author David Cook: How to Be A GREAT Salesperson…by Monday Morning!

Posted in SLMA with tags , on April 18, 2018 by OC Talk Radio



Sounds too good to be true, and yet it appears it isn’t as I have already tried some of David’s techniques and been rewarded.  In his book, How To Be A GREAT Salesperson…by Monday Morning!

David Cook reveals key sales techniques—including where to insert urgency, when to use a third-party close, and how to shorten the sales cycle.  In this interview he will discuss his motivational principles that will help you approach customers with a new level of confidence and enthusiasm you never thought possible.   The host is Jim Obermayer.

9780998684819_p0_v1_s550x406.jpgFrom Amazon:

Kindle: $8.95

Paperback: 14.95

Barnes & Noble

Paperback: $14.95

In an engaging and thought-provoking interview, Cook discusses:

  • Laugh your way to the bank: Why making your customers laugh is a powerful strategy
  • Start closing when you say hello: Why coughing during your sale can make a difference
  • David’s top closing strategies can be used on buyers  in any industry
  • What makes an leading salesperson? The  traits that make you stand out
  • The three crucial elements to any successful sale
  • The simple phrase that works every time “Forgive my persistence, please:”
  • Ask for help, NEVER ask a customer to do you a favor!

About David Cook and Sales Training on The Go

Award-winning author Dave Cook, CEO and founder of Sales Training On-the-Go, is one of the most in-demand experts on sales training, coaching, and motivation around the world. Cook is the #1 rated producer at Business and Legal Resources (BLR), with awards including: CEO / President’s Club Award for Outstanding Sales Achievement for all eleven years of his employment and the Joe Berneski Leadership Award for Outstanding Leadership Skills

With unequaled expertise, Cook’s training will help anyone to rise to the top of their field and achieve their greatest professional goals, faster than they ever thought possible.

Learn more about Dave Cook at and connect with him on LinkedIn,Twitter, and Facebook.

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