How to Build Fundamental Sales Habits, w/ Bridget Gleason [Episode 402]

On this episode, we talk with Bridget Gleason, VP of Sales for, about fundamental sales habits.


The topic is sales advice. Sound advice is welcome. Shortcuts do not solve problems. New books usually teach old principles in a new way.

Accelerate! is not a show about “the one thing you need.”

“High anxiety” is not necessary for sales, in the long run. Does the expectation of immediate gratification cause anxiety?

Do the basics well, and don’t worry about missing out on anything. Unfortunately that’s not what managers telling their teams.

If a hack builds on a foundation, it may work. However, it’s unrealistic to look for “three quick steps,” to achieve consistently good results. Skill doesn’t come from hacks, but from learning and practice.

When a CEO is anxious, how can a sales rep relax? Make your investment more about sales education than in sales training.

Sales manager training yields a higher ROI than rep training. Companies are not investing enough in manager education.

Processes are based on the successful execution of selling habits. Without effective habits, there are no sales. Strong habits reduce stress and make yourself more productively available.

Part of building self-confidence is letting go of your anxiety.

Well-intentioned hacks may tempt a rep to forget to study, learn, and practice good sales behaviors.

The Sales Enablement Podcast with Andy Paul was formerly Accelerate! with Andy Paul.