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.