Accelerate Podcast with Andy Paul
February 19, 2016

On Accelerate! Now: Episode 95 Front Line Friday with Bridget Gleason. Is It Possible To Over-Train and Over-Manage Your Sales Team?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about sales productivity. And, whether traditional sales management practices are unintentionally limiting the potential productivity of their sales reps. Included among the topics we discuss are:

  • Should you have a standard sales process that all reps must follow? Is it desirable? Or necessary?
  • Why sales reps need a script. And how they can avoid becoming over-scripted.
  • Why the second question you ask the prospect is more important than your first question. (And the guaranteed best second question that you can ask!)
  • Why you need to stop being over-protective and let your sales reps fail.
  • And much, much more!

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

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.

My most powerful sales tool
LinkedIn Navigator

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

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

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/

Sponsors

ConnectAndSell:

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LiveHive:

LiveHive is a unified Sales Acceleration Platform that delivers buyer-side analytics to empower sales teams with intelligent prospect outreach and sales managers better visibility into team behavior, processes, and deals.  To Learn More Click Here.

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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