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My regular guest on Front Line Friday is Bridget Gleason, VP of Corporate Sales for SumoLogic. In this episode, Bridget and I have a conversation about setting up SDRs for failure and how companies can propel forward by using the quality over quantity method of selling. Included among the questions we discuss are: Are companies reaching out to only the qualified leads? Why are companies putting too much pressure on SDRs to make contact? Why is there a lack of preparation when it comes to sales calls? Why it’s better to measure an SDR on results, rather than on activity. Are the expectations of success too low for SDRs? Learn more about what’s in the future for sales. Be sure to join us for this information packed episode! Learn more about your ad choices. Visit megaphone.fm/adchoices