Accelerate Podcast with Andy Paul
March 11, 2016

On Accelerate! Now: Episode 110 with Bridget Gleason. Are we setting up our Sales Development Reps (SDRs) for failure?

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 setting up SDRs for failure and how companies can accelerate forward by consciously favoring quality over quantity in sales development. Included among the questions we discuss are:

  • Are companies reaching out to only the qualified leads?
  • Are companies putting too much pressure on SDRs?
  • Or, are the expectations of success too low for SDRs?
  • Why is there a lack of preparation when it comes to sales calls?
  • Why it’s better to measure an SDR on results, rather than on activity.

Learn more about what’s in the future for sales. Be sure to join us for this information packed episode!

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More about Bridget Gleason

Music that psyches me up before an 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 sales person should read?
Winner’s Dream by Bill McDermott

My first job in sales.
Selling and 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

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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 with better visibility into team behavior, processes, and deals.  To Learn More Click 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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