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Hiring Specialists vs Generalists w/ Bridget Gleason [Episode 190]

In this episode, Bridget interviews me, asking questions ranging from how to hire the right salespeople to how you can deliver the value that helps prospects make the decision to buy from you.

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

  • Why the future belongs to people with specialized knowledge rather than the generalist.
  • What’s the one question a customer will never ask?
  • How to add value to a sales conversation.


My first job in sales?

Selling and networking products and desktop computers for Xerox.

My most powerful sales tool?

LinkedIn Navigator.

One book every salesperson should read?

Winner’s Dream by Bill McDermott.

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.