The Mansfield Sales Blog

How to Close More Deals with the Federal Government (Hint: Avoid the GSA Schedule)

Chances are, you’ve had at least one of these thoughts about business-to-government (B2G) sales:

The process is too complicated.

The sales cycle is too long.

There’s only a small chance of success.

Why All-Star Channel Sales Programs Fail to Deliver

Congratulations. You have been put in charge of a baseball team made up of the top players in the country. Here are a few thoughts that are not going through your brain.

These Interview Strategies Will Help You Hire the Best Salespeople

A job interview is the ultimate sales call, so when you’re interviewing for salespeople, the interview process should be used to gain insight into how a candidate sells, from qualification to close. To the extent possible, a business leader must dig into how candidates have prepared for the interviews, in order to gain insight into how they would prepare for an important sales meeting.

Hiring Tips for CEOs: Spot the Best and Worst Traits in Salespeople

As a CEO and founder, I know how tough it is to find and hire great salespeople—and I’ve been in the business for decades. According to Manpower Group’s recent Talent Shortage Survey, sales positions (including sales representatives, sales executives, and sales advisors) are the third-most difficult roles to fill and retain. 

How to Tell If a Salesperson Is a Good Fit—Not Just a Good Interviewer

Hiring is both an art and a science, and arguably the most important aspect of any business. Not surprisingly, research shows organizations that spend more time recruiting high-caliber people earn 22% higher return for shareholders than their less discerning peers.

What Every Successful Channel Sales Program Does Right

When created and executed properly, there’s no question that a channel sales program can make a significant difference to your company’s bottom line. In general, using indirect sales channels results in year-over-year revenue growth of 20-30%—and up to 50% in some optimal cases.

How to Boost Cybersecurity Sales in a Crowded Market

For cybersecurity firms, scaling and accelerating sales can be incredibly challenging. The marketplace is oversaturated with companies that claim their technology can do everything, fix anything—and when dozens of firms all supposedly solve similar problems, potential customers can get overwhelmed by the sales noise.

Treat Sales Like a Demolition Derby, Not an Obstacle Course

In demolition derby, competing drivers ram their vehicles into one another on a large field. The winner is the last vehicle still running. 

That’s the kind of attitude a business leader should cultivate when hiring a sales team or creating a sales process.

Why Private Equity Firms Need a Sales Advisor

In the private equity world, let’s face it, time is everything. If your portfolio does not quickly produce impressive returns, you could be in trouble. That is why having a robust post-acquisition sales strategy is critical to ensuring a meaningful exit multiple.

What Tech Startups Get Wrong About Sales

When I talk with founders and CEOs of tech startups, they often believe that a single person can perform and manage all aspects of the sales process. In most cases, that is wrong. As soon as possible, you want to create a sales organization, not a department of one.

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