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The Mansfield Sales Blog

The New CISO: Handling Threats and Finding Solutions

Posted by Justin Gramajo

The role of a chief information security officer is constantly evolving – and so is the digital landscape and the potential for threats to data security. Ensuring data security day in and day out can feel like walking a tightrope while net sellers below keep trying to nab your attention. In other words, it’s a big responsibility.

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Topics: technology sales, CISO, Information security, Cyberthreats, Technology Vendors

Four Tips to Improve Sales Performance in 2017

Posted by Greg Dunne

If you’re a diligent, results-oriented sales executive, the driving force behind your 2017 planning is how to improve sales performance. Whether you’re a startup looking to scale your process, an established business looking to penetrate new markets, or a company ready to bounce back from a period of lagging sales, boosting your numbers is key.

There are many different techniques, tools, and tactics to help you, but before you get bogged down in the details, here are four tips to help you stay on track. 

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Topics: sales team, sales growth

Building a Strong Sales Team: Key Traits that Separate Great Sales Reps from Bad Sales Reps

Posted by Greg Dunne

Believe it or not, it’s tough to find truly great sales people—even for someone who’s been in the business for decades.

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Topics: sales team

Technology Sales Consultants: Advice for Post-Funded Startups

Posted by Greg Dunne

technology_salesSeason Three of HBO’s Silicon Valley premiered last month, and it did not disappoint. For the uninitiated, Silicon Valley centers on Pied Piper, a startup that can’t get its act together amidst a series of dramatic highs and lows. The show is meant to be watched with some suspension of disbelief—you have to laugh at Silicon’s satirized depictions of VCs, a hacker hostel, a Google-esque tech goliath, and the stereotypical startup employees themselves.

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Topics: technology sales

Minding Your Manners in Technology Sales: 25 Rules for Salespeople

Posted by Greg Dunne

iStock_000032575400_Small.jpgWe’re living in the age of information access. In technology sales, as in all markets, customers can shop solutions and research partners almost entirely on their own. They can browse online reviews, solicit opinions within their social networks... Often, they can watch a product demo without so much as a “hello” to a member of your sales team. This shift toward greater information parity has its upsides and challenges.

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Topics: technology sales

Scaling a Business: Three Managers You Need to Hire

Posted by John Seiffer

Scaling a business is tough mental and emotional work. Apart from the logistical changes that need to happen (bigger teams, bigger offices), cultural changes ensue as well (more processes, more structure). Superhuman levels of energy and a knack for flying blind are no longer key employee requirements. Instead, narrower, deeper skillsets are prioritized. Suddenly your commitment to a brilliant idea is secondary to your focus on profitability (which is much less romantic). And not everyone will be happy about new aims.

Amidst so much transition, founders and CEOs need to empower three different types of managers. According to Jim Deters, CEO and Cofounder of Galvanize, “hiring good managers is one the best things you can do for your business as you scale… After hitting around 25 employees, [Jim suggests] moving toward an 80/20 workforce: 80 percent doers and 20 percent coaches.”

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Topics: scaling a business

Successful Market Penetration Starts with Doing the Math

Posted by Greg Dunne

Super Bowl 50 is just days away, and even though my beloved Patriots have been eliminated, the two teams left standing will offer a match-up that fans have never seen before: the 2015 Panthers versus the 2015 Broncos. While both these teams boast proven formulas for success, their approaches to a first-time contest in San Francisco would be largely untested… which is not to say uninformed.

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Topics: market penetration

Ask Around: Why Sales Questions Should Go Both Ways

Posted by Greg Dunne

There are hundreds of sales questions a good salesperson might ask in trying to understand a prospective buyer—questions to establish core challenges, get a sense of budget, gauge the level of urgency, etc. But salespeople aren’t the only ones who should be vetting contacts by asking questions up front.

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Topics: sales process

6 Business Cases for Sales Consulting in 2016

Posted by Greg Dunne

With Q4 now underway, many sales leaders are scrambling to close 2015 on a high note—not to mention establish solid plans for the new year. And as it turns out, proactive sales planning has maybe never been so important.

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Topics: sales consulting

9 Buyer Rules and Sales Best Practices for InfoSec Professionals

Posted by Greg Dunne

Last week I had the honor of presenting at SecureBoston2015, an InfoSec technology event for buyers and vendors. The event was hosted by the International Information Systems Security Certification Consortium, a.k.a. (ISC)², the world’s largest IT security organization. Sponsors included LogRythm, Cylance, G2 Deployment Advisors, and other security intelligence leaders.

I started my talk by asking the audience how many of them had ever had a miserable experience with an InfoSec salesperson. On the flipside, I asked about unpleasant run-ins with information security buyers. I wasn’t surprised when the majority of attendees shot their hands in the air for one of these opening questions.

Too often, sale professionals and their target buyers are at odds. So in preparation for my (ISC)² talk, I started thinking not just about sales best practices, but about buyer behaviors, too. Because when buyers come to the table with an open mind and positive expectations, it gets a lot easier to discern ideal sellers (and ideal products/services) from the enormous crowd of irrelevant or subpar vendors.

Here are the nine buyer rules and sales best practices I shared:

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Topics: sales process

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