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Selling Against Tech Giants: The Sumo Logic Sales Formula With Steve Fitz

How does a tech startup claim its rightful place among the ranks of goliath competitors? The team at Sumo Logic knows that it can’t just ram its head against 800-pound gorillas in the marketplace, so it devised ways to enter customer accounts from the "sides." The company’s Chief Revenue Officer, Steve Fitz is here on the show to explain how Sumo Logic combines a bottom-up sales motion with a top-down sales approach. He also talks about how to break down demand generation between sales and marketing, how to create real customer-centricity with your customer, and how to find the best sales candidates for your firm. Possessing over 25 years of experience in sales leadership, Steve throws in a few nuggets of valuable sales wisdom that you wouldn’t want to miss.


Listen to the podcast here: