How to Recover From a Big Mistake w/ Bridget Gleason [Episode 160]

My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. Today we discuss something that rarely gets discussed – how to bounce back from failure and still keep that client.

Bullet Points

• How to bounce back from failure.
• Can you keep a client after a mistake?
• Learn from some of my mistakes.
• Cultivate strong client relationships from the start.

When you blow it, what do you do? 

Mistakes are a natural part of any business, especially in sales. However, we love to talk about the wins, but some of our biggest lessons come from the losses.

Andy shares a story of when he and his team were off by a factor of 2 in their price estimate. This means the price jumped from $7,500 to $15,000 after he just closed the deal with the client. What did he do? Tune in to find out.

Learn 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 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.