Are We Witnessing The Death Of The Salesperson? w/ Bridget Gleason [Episode 41]

In this Front Line Friday episode, Bridget Gleason, VP of Corporate Sales at Sumo Logic, joins me to explore the evolving future of sales, starting with a bold question: Will there still be salespeople in 10 years?

Using the article The Death of the Salesperson as our jumping-off point, we dive into how buyer behavior is shifting and what that means for every rep trying to stay relevant. With prospects doing more independent research than ever, sellers are no longer gatekeepers of information; they’re becoming co-creators of value.

Bridget and I unpack how today’s reps must take ownership of their professional growth and embrace continuous learning. For those looking to level up, our resources on sales coaching and sales enablement tools are essential reading.

We also talk about how these trends are impacting Millennial sellers, a generation that values purpose, collaboration, and authenticity. As buyers expect more partnership and less pitching, the ability to lead with empathy and engage in real dialogue becomes a competitive advantage. That’s where strategies like guided selling come into play, helping reps support the buyer journey more intentionally.

This episode is a must for anyone thinking critically about where sales is headed and how to be part of shaping what comes next. Because the role isn’t disappearing—it’s transforming. And those who adapt will lead.