Accelerate Podcast with Andy Paul
August 25, 2017

#551. Connecting, collaborating and building relationships. With Bridget Gleason.

Bridget Gleason is VP of Sales for and my regular partner on Front Line Fridays.


[2:30] After two years Andy is back to todo lists, because he got behind and his calendar was full. He hopes to keep the situation temporary. Bridget’s company had a good quarter. That gave her 12 hours of relief.

[5:24] Andy trained reps to cold-call sell computers in the Bay Area. One rep partied every night, and never changed his clothes. He burned out. Another rep, who had forged his transcript, left a customer’s office in the middle of a meeting.

[10:25] Companies used to hire hundreds or thousands of new grads, to see who would stick and who would wash out. Bridget has not seen such colorful hires in her experience. She maintains a professional decorum.

[12:31] President’s Club is taken as a time by many reps to go drinking. Bridget talks about why people go into sales, and not safeguard their reputation.

[16:12] There is some expectation of ‘bad boy behavior,’ in sales, including harassment. Andy mentions recent episodes of senior executives forced to resign because of abominable behavior towards women. Bridget fights against stereotypes.

[21:33] In some firms, executives know of bad behaviors, and let them go on. If you don’t address them, they become the norm. Call out harassment. Bridget’s CEO called out someone joking over the line, and Bridget and her team addressed it.

[24:03] People aren’t always self-aware. Talk about incidents before they become a big thing. Be accommodating of diversity. We need diversity. Make people feel comfortable for their voice to be heard.

[26:19] Essential skills in this age include relationships, teamwork, and collaboration. A sales rep must master these.

[27:02] As we welcome technology, and adapt it to achieve what we want to achieve, recognize what it is not set up to do, such as connecting, collaborating, and building relationships.

[27:30] How we treat other people, in and out of the workplace, determines how we will master building relationships. Research correlates behaviors towards people outside of work with behaviors towards those inside of work.

October 3, 2016

The Science of Marketing and Sales Alignment. With Peter Mollins. #269

I’m excited to talk to my guest, Peter Mollins, CMO at KnowledgeTree. On this episode, Peter and I talk in depth about the alignment and communication between sales and marketing departments. And, how better collaboration at every stage in the sales funnel will lead to generating more revenue.

July 16, 2016

The Millennial Mentor. With Gerard Adams. #202

Gerard Adams is a thought leader, sales entrepreneur, angel investor and philanthropist who aims to inspire other millennials to leverage their passion forsuccess and create their dream lifestyle. While millennials are perceived as having to be handled with kid gloves, having fragile egos and psyches, and expecting special accommodations, their generation seems committed to change, innovation, and questioning for the better why things have to work the way they do. Join me in this episode as Gerard and I discuss what millennials want from work and how can they achieve their personal and career goals. And, if you’re part of a previous generation, we talk about how you can collaborate with and motivate millennials to achieve your collective goals.
June 15, 2016

Aligning Sales + Marketing to Boost Sales Productivity. With Peter Strohkorb, #178.

Peter Strohkorb is an international business speaker, mentor, coach and author of a new book called The OneTEAM Method: How Sales + Marketing Collaboration Boosts Big Business. He is the creator of the OneTEAM Method for superior Sales and Marketing alignment and collaboration. In today’s episode, Peter and I discuss how effectively aligning sales and marketing collaboration can maximize close rates and increase customer satisfaction. Among the topics we discuss are:

  • The definition of sales productivity and how managers should measure it.
  • The specific steps Marketing can take to help boost sales productivity.
  • What are the sales challenges that Marketing can support?
  • Who needs to take the lead to facilitate sales + marketing collaboration?
April 1, 2016

On Accelerate! Now: Episode 125 with Bridget Gleason. Is Marketing and Sales Alignment Really That Important? (hint: yes, it is)

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I have a conversation about marketing and sales alignment. We perform a deep dive into strategies to get these two teams to work more efficiently together to turn prospects into orders! Included among the topics we discuss are:

  • How to fix communication gaps between marketing and sales.
  •  Metrics that measure how effectively the sales team is utilizing marketing’s output.
  •  Steps you can take that increase effective collaboration between sales and marketing teams.
  •  How to easily transition a lead from the marketing team to the sales team (without restarting the conversation.)
  •  And much, more!


March 30, 2016

On Accelerate! Now: Episode 123 with Cliff Pollan. 3 Ways To Use Collaboration To Shorten Your Sales Cycle.

Cliff Pollan is the CEO at Sococo, a company that helps distributed work teams effectively collaborate through a virtual office.  In this episode, Cliff and I discuss ways that effective collaboration will disrupt the current sales model and accelerate future sales processes. Among the many topics we discuss are:

  • How selling will continue to evolve in the upcoming years.
  • How selling will become much more of a team sport.
  • Why sales teams that can effectively collaborate to deliver value to their customers will have a distinct competitive advantage.
  • 3 ways to utilize inter-departmental collaboration to shorten your sales process.
  • How to create a more efficient and real-time sales process.