Are You Making Sales More Complicated Than It Needs To Be? w/ Bridget Gleason [Episode 195]

In this episode, Bridget and I have a conversation around the idea of whether sales reps are making sales more complicated than it needs to be

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Among the topics we discuss are:

Are sales reps confused about the purpose of selling?
Do we need to focus on training sales reps on the significant role emotions play in decision making?
How can you contribute to the body of knowledge in sales by focusing more on the emotional aspects of sales.

My most powerful sales tool?

LinkedIn Navigator.

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.