Accelerate Podcast with Andy Paul
October 30, 2015
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On Accelerate! Now: Episode 26 Front Line Friday with Bridget Gleason. How Does Sales Performance Relate To Sales Productivity? Or Does It?

My regular guest on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic and an executive with extensive front line experience building high-velocity sales teams.

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 productivity” by sales managers and provide guidance on how it should be defined and measured. We define what “value” means in sales and the steps managers and reps should take to make certain that every sales interaction with a prospect counts. And together we outline the minimum requirements for preparing for a sales call. Important real time analysis from the front lines. Be sure to check it out.

 

 

 

Click to tweet: The difference between performance and productivity in #sales with @bridgetgleason now on #Accelerate! http://bit.ly/1jDdCzJ

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More about Bridget Gleason

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.

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

My most powerful sales tool
LinkedIn Sales 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/

Sponsors

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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.

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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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