Accelerate Podcast with Andy Paul
March 18, 2016

On Accelerate! Now: Episode 115 with Bridget Gleason. How to Maximize Opportunities and Deals from MQLs and SQLs

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this installment, Bridget and I have a conversation about Marketing Qualified Leads (MQLs) and Sales Qualified Leads (SQLs), and how to maximize opportunities and deals from them. Among the topics we discuss are:

  • The definition of MQL and SQL.
  • The reasons for low conversion rates of MQLs into qualified opportunities.
  • Are your MQLs being released too soon to your sales team?
  • How do you balance quality vs quantity in lead gen?

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More about Bridget Gleason

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.

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.

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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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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