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.