The Mansfield Sales Blog

Greg Dunne

Greg Dunne

As Founder & CEO of Mansfield Sales Partners, Greg helps companies from around the world design, test and implement sales strategies for rapid and sustainable growth.

Recent Posts by Greg Dunne:

New Sales Process – The Key to Scaling Sales Beyond a Founder

In a company's early stages, the heavy lifting of sales often falls to the founder and core team. They step into multiple roles, from finding opportunities to qualifying leads to managing the customer after the sale. Driven by passion for the product and vision for the company, founders often enjoy astronomically high conversion rates—thriving on their deep expertise and experience to close deals.

The Difference Between B2C and B2B Sales

A common misconception is that if you have certain skills and a good bit of experience, you can move between business-to-consumer (B2C) and business-to-business (B2B) sales with relative ease. However, selling to retail and corporate markets require completely different approaches and skillsets.

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 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.

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.

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