Accelerate Podcast with Andy Paul
April 15, 2016

On Accelerate! Now: Episode 135 with Bridget Gleason. What’s in Your Sales Stack?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about the sales stack, what it is, and how it supports specific sales processes. Drawing on specific examples from her own sales organization and the tools they use, we talk about essential elements that every sales team needs in their sales stack. Among the topics we discuss are:

  • What is the definition of Sales Stack?
  • Why sales reps should not be responsible for list building.
  • What tools are used for list building?
  • Within a company, which department should own the task of building the list and list hygiene?
  • Why multiple tools might be required for outbound emailing.
  • Specific automation solutions for sales development reps.

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More about Bridget Gleason

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

My most powerful sales tool?
LinkedIn Navigator

One book every sales person should read?
Winner’s Dream by Bill McDermott

Music that psyches me up before an important sales call?
I tend to go quite 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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