April 22, 2016

On Accelerate! Now: Episode 140 with Bridget Gleason. Working the Complex Sale

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In today’s episode, Bridget and I talk about the complex enterprise sale. Listen in as we talk about many related topics including the following:

  • What is a complex sale?
  • How complex enterprise sales changed in the last 5 to -10 years.
  • How to sell complex business solutions to smaller enterprises.
  • How does the buyer’s perception of risk affect their decision making process?
  • How to identify all the players involved in the decision-making process.