On Accelerate! Now: Episode 140 with Bridget Gleason. Working the Complex Sale
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about the complex enterprise sale. Listen in as we talk about many related topics including the following:
- What is a complex sale?
- How complex enterprise sales changed in the last 5 to -10 years.
- How to sell complex business solutions to smaller enterprises.
- How does the buyer’s perception of risk affect their decision making process?
- How to identify all the players involved in the decision-making process.
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Click to tweet: How does complex enterprise sales compare in small and large businesses? Join @bridgetgleason on #Accelerate! http://snip.ly/2xknf
More about Bridget Gleason
My first job in sales?
Selling and networking products and desktop computers for Xerox
My most powerful sales tool?
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.
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.
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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.)