Hiring Specialists vs Generalists. With Bridget Gleason. #190
My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget interviews me, asking questions ranging from how to hire the right salespeople to how you can deliver the value that helps prospects make the decision to buy from you. Among the topics we discuss are:
- Why the future belongs to people with specialized knowledge rather than the generalist.
- What’s the one question a customer will never ask?
- How to add value to a sales conversation.
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More about Bridget Gleason
My most powerful sales tool?
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
Music that psyches me up before an important sales call?
I tend to go quiet, and focus and role play the call instead of listening to music.
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.
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.
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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.)