Accelerate Podcast with Andy Paul
February 5, 2016

On Accelerate! Now: Episode 85 Front Line Friday with Bridget Gleason. Is 2016 The Year Of The Sales Development Rep?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how she, as a sales leader at a high growth tech company, views the importance of the sales development rep (SDR) role and how it will continue to evolve over the coming year. Included among the topics we discuss in this conversation are:

  • How SDR roles will change over the next year.
  • The situations where further specialization of SDRs responsibilities makes sense
  • What you need to do if your AEs are doing too much prospecting
  • How to fill the gap between the leads marketing provides and what sales needs.
  • Why the data in your dashboard is probably inaccurate. And how to fix it, now.

If you’re a sales leader or sales manager, then be sure to join us for this episode!

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More about Bridget Gleason

My first job in sales
Selling networking products and desktop computers for Xerox

My most powerful sales tool
LinkedIn Navigator

One Book Every salesperson should read
Winner's Dream by Bill McDermott

Music that psyches me up before and important sales call.
I tend to go quiet and focus and role play the call instead of listening to music.

Contact Bridget Gleason

Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.

Contact Bridget:

Website: http://www.sumologic.com/

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Transcript

Read the full transcript of today’s episode here.

Free Resources

Free chapter from Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions. Ranked as one the Top 20 most-highly rated sales books of all time by Amazon.

Free chapters from Zero-Time Selling, 10 Essential Steps to Accelerate Every Company’s Sales. Awarded one of Top 3 Sales & Marketing books of 2011 by Top Sales World.

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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