Greg Dunne, on March 29, 2018
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.
Greg Dunne, on February 26, 2018
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.
Greg Dunne, on October 24, 2017
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.
Greg Dunne, on October 16, 2017
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.
Mansfield Sales Partners, on September 26, 2017
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.
Greg Dunne, on September 25, 2017
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.
Greg Dunne, on June 13, 2017
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.
Greg Dunne, on May 30, 2017
Justin Gramajo, on March 17, 2017
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.
Greg Dunne, on February 14, 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.