Accelerate Podcast with Andy Paul
October 13, 2017

#583. Should You Be Certified to Sell B2B? With Bridget Gleason.

Bridget Gleason is VP of Sales for and my regular partner on Front Line Fridays.


[4:01] Andy starts the 101st episode of Front Line Fridays with the topic of professional certification for salespeople and sales managers. It’s time to embrace it as an industry.

[4:47] It can help in hiring and has value to buyers looking for knowledgeable reps as trusted advisors. Bridget has started a certification program at SMEI has been offering sales and marketing executive certifications for 80 years.

[6:39] Will employers start to ask for certifications as a prerequisite for employment? Bridget always looks for people who have had professional sales training.

[8:53] SMEI is starting to work with universities to certify coursework they are starting to offer for sales, to start graduates toward their own certification. Would one certification cover all current methodologies?

[10:01] SMEI focuses on certifying people on the fundamental enduring principles of sales, rather than certifying on the methodologies. There is an on-the-job experience component required, as well.

[10:53] Bridget agrees such certifications would be useful. Andy would like to see a standardized certification,  that employers could specify in their job postings, rather than seeing individual companies create their own certificates.

[14:07] Bridget says yes. Now, who will do it? Is there a movement? Andy hears more talk about it, including colleges starting to offer degrees in sales. Bridget used to hire interns from a college in Ohio for BDRs to work for SumoLogic.

[17:23] The issue in sales today is that it is very risky to hire new people. Anything that can reduce the risk is a welcome step towards the ultimate answer. An MBA does not qualify a salesperson to sell.

[19:50] Andy has talked to the CEO of SMEI, who told him sales managers are hesitant to approach their CEOs to take a certification course. They are unwilling to bring up what might be considered their lack of qualification or their need of help.

Don't Miss Out!

My practical and actionable strategies to help you sell more.

Actionable insights from the experts on my top-rated podcast, Accelerate!

It's all in my weekly summary of what you need to know now:

The Weekly Sales Fix.

Delivered just for you.

(And...for the thousands who already subscribe. Join them!)

We'll keep your information private. And you can unsubscribe at any time. Powered by ConvertKit
Share on FacebookTweet about this on TwitterShare on LinkedInShare on Google+Email this to someone

Click to tweet:

Subscribe to Accelerate on iTunes Subscribe to Accelerate on Stitcher Subscribe to the Weekly Sales Fix

Contact Bridget Gleason

Bridget is VP of Sales with, in the U.S. office in Boston, and was previously VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at

LinkedIn: Bridget Gleason

Send your questions for Andy and Bridget to


rm leverages the “Product Qualified Lead” (PQL) methodology to inform you when prospects are ready to talk based on how they use your product. Partner with Whalr’s data science team to build a “white box” behavior model for your specific business. www,

Free Resources

Accelerate on iTunes Please leave a review and subscribe! Enter your sales question to Andy and Bridget. Each month, they will select a question of the month, and the winner will receive a $50 Amazon gift card!



About Andy

Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)

No Comments Yet

You can be the first to comment!

Leave a Reply