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.

May 20, 2016

On Accelerate! Now: Episode 160 with Bridget Gleason. How to Recover From the Big Mistake.

My regular and special guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, we discuss something that rarely gets talked about in sales: failure.  In particular, the self-inflicted screw up that can end any chance of winning an order with a particular prospect. Bridget and I use examples from our own careers to talk about how you can bounce back from the material mistake, the unintentional oversight or significant error that undermines your credibility with your customer or prospect, and still win the order. Or retain the client. Listen in as we talk about:

  • How to bounce back from a mistake that costs you the order.
  • How to cultivate the strong customer relationships that have resilience.
  • Steps you should take with your customer to recover from a mistake.
  • Examples of the significant mishaps and mistakes that we’ve dealt with in our own careers.
  • And much more. Don’t miss this!
February 26, 2016

On Accelerate! Now: Episode 100 Front Line Friday with Bridget Gleason. What is the Role of Account Management in Growing Your Revenue?

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about the evolving role of account management in supporting customers and growing account-based revenue. Included among the questions we discuss are:

  • What are the primary responsibilities of account managers?
  • Which department should account management be a part of? Sales or Customer Success?
  • When should accounts be transitioned from account execs to account managers?
  • Should account managers carry a quota?
  • How to align the interests of sales and customer success

If you’re a sales leader or sales manager, then be sure to join us for this episode!