The Mansfield Sales Blog

Jennifer Hunt

As Executive Vice President & COO at Mansfield, Jennifer helps clients build the processes and sales operations infrastructure needed to manage and measure growing sales teams. She also manages all internal operations for Mansfield, improving internal processes, managing sales teams, and acting as a primary communications channel for clients.

Recent Posts by Jennifer Hunt:

3 Must-Have Qualities of a Great B2B Inside Sales Partner

One proven way B2B firms are scaling revenue is by evolving how they think about inside sales pipeline generation. But even if you know the best practices that guarantee telemarketing success, executing them is another matter. To do inside sales right requires expertise and resources that you might not have right now.

Four Best Practices That Guarantee B2B Inside Sales Success

Sales and marketing are constantly evolving, but the truth remains: to generate pipeline, you still have to pick up the phone. In the digital age, businesses must go beyond face-to-face meetings to achieve their sales growth targets.

Sales Operations: A CEO's Secret Weapon for Doubling Sales Growth

Over 40 years ago, Xerox established the world's first sales operations unit: a dedicated team to help salespeople sell faster, better and more efficiently. Their job? To take on activities such as forecasting, sales planning and territory design. Or in group leader J. Patrick Kelly’s words, “all the nasty number things that you don’t want to do, but need to do to make a great sales force.”

Your Sales Playbook: Key Elements to Include

Our recent consulting work with several firms has reminded me of how critical it is for organizations to have a well-defined sales process documented in a sales playbook.

Sales Process: Why You Need a Playbook

We're all salespeople, at least to some extent. Every negotiation we enter into, both personally and professionally, requires us to convince other people and convert them to our side of the table. Some of us are better at the sales process than others. Is salespersonship an innate quality? Something we're born with? Or can we learn how to be effective at selling?

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