The Mansfield Sales Blog

Mansfield Sales Partners

Recent Posts by Mansfield Sales Partners:

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.

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.

If You're Seeking Venture Capital, Match Your Needs To A Firm Wisely

There are literally thousands of venture capital firms out there, but they’re not all alike.  Learning which ones are most likely to invest in your company -- before you make a formal approach – can help you get better results, faster. 

Lead Generation vs Sales - What's the Difference?

We can argue about the semantics of sales and marketing, but the lines have been blurred in recent years, leading to confusion about roles and responsibilities. What is lead generation, and who is responsible for bringing in qualified sales leads? When does your sales team get involved in the process, and what should they be doing to support the effort? We find that many executives are unsure of how to structure their company's sales process, so let's break it down to a few important basics.

Fundamentals of Improving Your Sales Performance

Today we are publishing our How to Capture Leads and Close Sales, a free download for sales professionals everywhere. We have created this cheatsheet as a desktop resource with time-tested tips for moving leads down the sales funnel and closing sales more effectively. We envision this as the first part in a series of helpful performance enhancing guides for sales professionals, managers and executives.

Enterprise Sales and the Impact of Cloud Computing

Cloud computing offers businesses a variety of benefits ranging from lower IT infrastructure costs to improved communication and efficiency. Less well known are the potential advantages available to sales and marketing departments. As cloud technology develops and companies like Amazon continue to roll out new services and packages, any size company can begin to realize these benefits:

Do You Have a Blue Ocean Sales and Marketing Strategy?

In their book, Blue Ocean Strategy, authors W. Chan Kim and Renee Mauborgne derive a novel business strategy and tools based on data from over 30 industries spanning more than 100 years. "The aim of [Blue Ocean Strategy] BOS is not to out-perform the competition in the existing industry, but to create new market space or a blue ocean, thereby making the competition irrelevant". The counterpoint to this strategy is "Red Ocean Strategy", a more traditional approach in which you must constantly fight to defeat the competition in your market space through aggressive sales and marketing, which is often a losing battle.

Accurate Sales Forecasting Through Sales Force Automation Tools

Is sales forecasting an art or a science? Are you just "guesstimating" from last quarter's results, or do you have an effective process in place that produces accurate forecasts? Many companies rely on a forecasting spreadsheet with projected sales based on historical data, but are they accurate, up-to-date and reliable? In many cases, Sales Managers fail to keep their spreadsheets up-to-date and are unable to obtain accurate, timely data from their sales team.

Sales Management Strategies: Tips From a 40 Year Sales Veteran

Recently, we caught up with Ken Huske, a veteran sales professional. As specialists in sales consulting, we always strive to grow as people and as sales managers. We asked Ken to unpack wisdom from his many years as a broadcasting sales manager. Huske, a 40-year veteran of radio broadcasting sales and advertising, started in radio at the age of 16 in his hometown of Elgin, Illinois at WRMN AM/FM and continued his education receiving a B.S. in Radio/TV Communications from Southern Illinois University in Carbondale, Illinois. During his college years, he worked for WJPF Radio in Herrin, IL. Upon graduation, employment took him to WROK AM/FM Rockford, Il before spending 24 years with WLBK AM and WDEK FM in DeKalb, IL. Half of that time was as the company's sales manager. We find Ken's sound bites of sales management wisdom wholly practical and authentic. Here's what he shared with us:

Is Your Sales Force Agile?

The term "Sales 2.0" isn't new. It was coined by Nigel Edelshain, CEO of Sales 2.0 (LLC), back in 2006. According to Edelshain, "Sales 2.0 is about sales people using Web 2.0 tools and social media to sell more effectively." The premise is that consumers and markets have been changing dramatically during the past five years, and the traditional methods of sales and marketing are no longer valid.

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