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

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By Rico Mallozzi and Sapphire Ventures. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

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 the house 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.

11 episodes