Accelerate Podcast with Andy Paul
June 17, 2016

Why the Details Matter in Sales. With Bridget Gleason.

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I talk about why you need to pay close attention to the details in how you present yourself to your prospects and customers. Whether it’s in person, on the phone, in writing, and on social, your personal presentation at every stage of your sales process has a significant impact on your sales success. Among the topics we discuss are:

  • How personal presentation is a fundamental component of your personal branding.
  • How your choice of words and your body language impact your sales.
  • Why strong writing skills are a vital sales skill both with buyers and your internal customers.
  • Why title doesn’t exempt you paying attention to the details. Everybody in the company always needs to exude the business’s brand.
  • How the details impact the way people make emotional decisions.

Special announcement for Accelerate listeners! Bridget and I will devote an upcoming show to answer your sales questions. Share your sales challenge with us and we’ll use our collective sales wisdom to help you solve your sales question. Just send an email to me at, with your name, title, your question and a short description of your situation to provide us some context. (If we don’t get to your question on the show, Bridget and I promise to answer your question via email.)


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More about Bridget Gleason

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

My most powerful sales tool?
LinkedIn Navigator.

One book every salesperson should read?
Winner’s Dream by Bill McDermott.

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.

Contact Bridget:



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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