Accelerate Podcast with Andy Paul
May 27, 2016

On Accelerate! Now: Episode 165 with Bridget Gleason. When Should You Sell to the C-Suite?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, the question of the day concerns when should sales reps sell to the C-Suite. Too many sales reps operate on auto-pilot and assume that they absolutely need to sell to the C-Suite, regardless of the product they sell. This is not a guarantee for success.  In fact, you could be shooting yourself in the foot. Among the many topics we discuss are:

• How to identify the right decision maker(s) for your product.

• The important differences between strategic and tactical products.

• What this means for how, and to whom, you should be selling.

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More about Bridget Gleason

My most powerful sales tool?
LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

My first job in sales?
Selling and networking products and desktop computers for Xerox.My most powerful sales tool?

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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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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