Accelerate Podcast with Andy Paul
October 21, 2016

How to Eliminate Your Sales Biases. With Bridget Gleason. #285

Welcome to another Front Line Friday with my remarkable guest, Bridget Gleason. On this week’s episode, Bridget and I focus on one of the bad habits in sales, which I refer to as “sales biases”. I think we all have filters that we use to judge certain situations. And in sales, one of the most common biases sales people have is when they encounter a new prospect and think “oh, these guys are just like this other company I dealt with, so I’m going to do the same thing here that I did there”. Once you start looking at situations, or people, through a filter, you stop really being alive to the possibilities of what’s different and what value or insight you can bring to the prospect that help differentiate you. And help you close the sale.

Join Bridget and I for this episode of Accelerate! to learn how to identify your own sales biases, and how to minimize their impact on how you approach each prospect.   

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More about Bridget Gleason

My most powerful sales tool?
LinkedIn Navigator

One book every sales person should read?
Winner’s Dream by Bill McDermott

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

Music that psyches me up before an important sales call?
I tend to go quite and focus and role play the call instead of listening to music.

Contact Bridget Gleason

Bridget was most recently VP of Corporate Sales at SumoLogic. Prior to that her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard. She can be contacted at bridget@blgconsultinggroup.com.

Sponsors

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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