Accelerate Podcast with Andy Paul
December 18, 2015

On Accelerate! Now: Episode 54 Front Line Friday with Bridget Gleason. Five Common Reasons Buyers Say No And How To Get To Yes

My regular guest on Front Line Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. On this episode, Bridget and I talk about five common sales objections and how to work with the buyer to get to yes. We also dive into the subject of trust; why it’s essential to take the steps to quickly build trust with prospects and how critical the buyer’s first perceptions of you are in that process. Trust is one of the most important factors in the speed of your sales process. You can’t afford to miss 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 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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