My regular guest on Frontline Friday is Bridget Gleason. Bridget is VP of Corporate Sales at SumoLogic. With more than twenty years of sales and sales management experience in the technology sector, Bridget joined SumoLogic’s executive team to lead and grow their inside sales organization. Her recent experience includes being VP of Sales for Yesware and SVP of Worldwide Sales for Engine Yard.
Bridget and I cover a lot of topics in this episode that you won’t want to miss. Among other issues, we discuss the overuse and misuse of the term “sales acceleration” by sellers and provide guidance about how to precisely define in order to align your sales process to help buyers make faster decisions. We dive into a discussion about how sellers need to understand their “lead deficit” and what the roles of sales and marketing should be in lead generation. Also, we talk in depth the sales metrics that individuals and teams should be using to measure their activity levels and outcomes.