The Mansfield Sales Blog

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.

Press Release: Mansfield Sales Partners Unveils Newly Refreshed Brand

ANDOVER, MA – September 26, 2017 – Mansfield Sales Partners (Mansfield), a leading strategic sales advisory firm, today unveils a newly refreshed brand identity, featuring a new website, refined messaging, and modernized logo. The brand refresh represents both the evolution of the company, as well as its strategic vision for growth.

Is Your Strategy Still Working? How to Drive Year-End Sales

Sales cycles can vary considerably from company to company. For some companies, the sales cycle is three months, while for others, it may be more like six to nine months or more. If the numbers are not where they should be going into Q4, now is probably not the time to rely on new top-of-the-funnel strategies. To accelerate your sales before the end of the year, you need to consider a shift in focus, one that involves maximizing your conversion rates for deals already in the pipeline.

Startups: Are You Really Selling Value?

You’ve heard it a million times: Sell solutions, not features. It’s at the core of consultative selling, value selling, and spin selling. There is no shortage of experts, books and classes professing its importance.

Common Startup Sales Mistakes and How to Avoid Them

When building your business from the ground up, you're bound to make mistakes. It's human nature. Luckily, many have come before you and you can learn from their past missteps. When working with young businesses, I love finding new ways to help them avoid making the same mistakes I’ve witnessed before and set them on a rapid path to success.

The New CISO: Handling Threats and Finding Solutions

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.

Four Tips to Improve Sales Performance in 2017

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.

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

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

Technology Sales Consultants: Advice for Post-Funded Startups

Who would have thought that technology sales and a show like HBO's Silicon Valley could go hand in hand? 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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