Sales reps are taught a lot of things but they are not often taught about how to approach senior level executives. Why? Most people don't know how. In this episode, Matt Conway, founder of MattConway.com talks about the skills needed to prospect to CEOs and why companies can't seem to figure it out.

How to Prospect to CEOs w/Matt Conway @MatthewConway.com

So the question is this, how do entrepreneurial sales people like us, who have traditionally sold alone and used gut and intuition to hit their number, take their innate talents and begin selling using science, technology, and the secrets of thousands who have done it before---to crush their quota and change the world. That is the question and this podcast provides the answers.

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Customers are king and nowhere is that more apparent than in the casino and gaming industry. The retention and treatment of a customer can make or break a company. In this episode, managing partner Cory Morowitz talks about his experience consulting companies on the importance of the customer in the gaming industry.

Maximizing the Value of a Customer: A Casino’s Most Important Assets with Cory Morowitz at Morowitz Gaming Advisors

Transparency is a buzzword but it’s still important. Great companies have figured out a way to be transparent but also be private. Transparency doesn’t mean telling everything but it does mean open and honestly. In this episode, David Karp talks about transparency and how great companies use this tool to be successful.

How Successful Leaders, Lead with Transparency with David Karp at Numerator

Account management has been around a long time but it’s changing every day. There are emerging trends that are forcing leaders of account management to change the way they do their job and it’s a good thing. In this episode, Suneal Rao talks about trends in account management and the secrets great companies are following to win with this important sales function.

Secrets to Successful Account Management with Suneal Rao at InsideSales.com

Inside sales is growing at incredible rates and it doesn’t appear to be slowing down anytime soon. Many companies struggle to figure out how to change their typical outside sales motion to an inside sales motion. In this episode, Jeff Knowlton from Softchoice talks to us about how to effectively scale an inside sales team.

How to Scale an Inside Sales Team with Jeff Knowlton at Softchoice

Change is hard. Nobody likes it but it is something that we all have to deal with every day in sales. In this episode, Sharlene Dozois from Cision talks about her experiences with change and how she’s managed teams through that change to be successful.

How to Prospect to CEOs w/Matt Conway @MatthewConway.com

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