July 1, 2016

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.