What’s in Your Sales Stack? w/ Bridget Gleason [Episode 135]

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, I ask Bridget what’s in SumoLogic’s sales stack?

What is the definition of Sales Stack?

It’s a term for the sales software that a sales team utilizes. Sales reps can benefit by using different sales tools to accelerate their sales productivity and by automating tedious projects.

What does SumoLogic use for list building?

There are two that come to mind, which we use on a normal basis. Datanyze, which specializes in what other companies use when it comes to technologies. And, DataFox, which helps sales and marketing teams prospect smarter.

Who owns the task of building your list and making sure the contacts are clean?

Bridget is the one that is in charge of this task. She manages closing teams, but she also has a SDR team as well. They work to be borderless at SumoLogic. Bridget works closely with marketing, sales ops, etc.

What tool do you use for contact information?

SumoLogic uses discover.org. They will use the one that offers the most accurate data. The sales ops team is the one that evaluates the tools.

What do you use for outbound email? 

Yesware and Outreach are the two email platforms they use. Outreach allows a certain cadence such as, phone calls and emails, for a sales rep to schedule and track different follow-ups. Yesware is used more for the middle of the funnel. This platform will allow you to see when people open the email, view attachments, and which pages were viewed.

What CRM does SumoLogic use?

We use salesforce.com. There are many other CRM tools out there, but we use this one because of the integrations, network, and the community they have.

What do you use as a demonstration tool?

Bridget’s company uses GoToMeeting.

Please make sure to listen to the whole episode for more great information on the sales tools Bridget and I both use for our companies.

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 sales person should read?

Winner’s Dream by Bill McDermott

Music that psyches me up before an important sales call?

I tend to go quite and focus and role play the call instead of listening to music.