Accelerate Podcast with Andy Paul
October 23, 2015

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On Accelerate! Now: Episode 22 Front Line Friday with Bridget Gleason. How Can You Accelerate Sales If You Don’t Know What It Means?

My regular guest on Frontline Friday is 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.

Bridget and I cover a lot of topics in this episode that you won’t want to miss. Among other issues, we discuss the overuse and misuse of the term “sales acceleration” by sellers. And we provide guidance about how to precisely define and implement sales acceleration in order to help your buyers make faster decisions. We dive into a discussion about how sellers need to understand their “lead deficit” and what the respective roles of sales and marketing should be in lead generation. Also, we talk in depth about the sales metrics that individuals and teams should be using to measure their activity levels and outcomes.

Click to tweet: Now on Accelerate! Episode 22: How can you accelerate your sales if you don't know what that means? Learn how today. http://bit.ly/1MhiLIK

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More about Bridget Gleason

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

My most powerful sales tool
LinkedIn Sales Navigator

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.

Contact Bridget Gleason

Contact Bridget: 

Website: http://www.sumologic.com/

Sponsors

ConnectAndSell:

Companies using ConnectAndSell grow their revenue faster by enabling their sales reps to have more sales conversations in 90 minutes than they normally have in a week. Click on this link to get started at ConnectAndSell.com.

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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