Accelerate Podcast with Andy Paul
February 12, 2016

On Accelerate! Now: Episode 90 Front Line Friday with Bridget Gleason. The Role of Account Execs in the Sales Development Process.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget discusses how companies are managing the evolving role of Account Execs in the overall sales process. Included among the topics we discuss in this conversation are:

  • How to align the roles of the AE and the SDR
  • The situations where further specialization of AE responsibilities makes sense
  • Who should handle follow-up to inbound leads: SDRs or AEs?
  • The most effective way to quickly take leads off the market
  • Why “Maybe” is the worst result for an AE and steps you can take to avoid it.

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

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

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

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/

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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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