Accelerate Podcast with Andy Paul
December 15, 2017
Topics: Podcast, Sales


#610: Learning the Complex Sale w/ Bridget Gleason


Bridget Gleason is VP of Sales for and my regular partner on Front Line Fridays. Special guest on this episode is Trong Nguyen, the author of Winning the Cloud: Sales Stories and Advice from my Days at Microsoft.



  • Trong introduces his book, Winning the Cloud. Trong worked at Microsoft for seven years, and the book follows his insights and experiences there, related to moving data and services to the cloud.
  • Trong loves sales and sees it as a craft. His book is intended to help salespeople accelerate their careers. Reps must know their customers, their customer’s business, their own competition, and their product case.
  • Andy compares bicycle racing to sales. How much are you willing to suffer to win the deal? Trong talks about sacrificing personal time, vacation time, and family time to win. Bridget asks what is the upside?
  • The extrinsic reward is, the harder you work, the ‘luckier’ you get, and the more money you can make. The intrinsic reward is to know the difference you are making for your customers, and how you have changed their business.
  • Research shows money is not the primary motivator for most salespeople. Trong discusses a maturity curve. Early in his career, he was driven by the money. Later on, he sought more the intrinsic rewards of helping people.
  • For Bridget, the money aspect was always important, because of the work and stress of sales. But what she loves about sales are the intrinsic rewards of serving people and solving problems.
  • Now that Trong starts with how he can solve customer problems, and help them grow their business, he is massively more successful than when he focused on deals and dollars. Now he builds relationships.
  • Trong talks about integrating work and life. He used to work 80 hours a week. Now he takes Karate to exercise, reads a book a month, and spends more time devoted to family, with no multi-tasking in their presence.
  • Andy states that being present, wherever you are, is the key. Put your ‘tech’ away when you are with someone. Extract the maximum out of every moment.
  • Being happy is essential to success in business and in life. One behavior is to stop trying to multi-task. Happiness and productivity go up when you are focused and present. Don’t be a ‘superchecker’ of your phone.
  • In your home, you might keep screens and devices out of bedrooms. Andy talks about how pervasive smartphones have become in the past few years.
  • Trong discusses The Challenger Sale from the point of view of challenging yourself as a salesperson. Often, the customer knows best, even about the product you sell.

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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


Free Resources

Enter your sales question to Andy and Bridget as an audio file on by clicking the red microphone, or email it to Each week, they will answer a question, and each month, they will select a question of the month, and the winner will receive a half-hour free coaching session with Andy, a $250 value!

Winning the Cloud: Sales Stories and Advice from my Days at Microsoft, by Trong Nguyen

The Challenger Sale: Taking Control of the Customer Conversation, by Matthew Dixon and Brent Adamson

Trong Nguyen on LinkedIn

Accelerate on iTunes Please leave a review and subscribe!

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.)

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