The Mansfield Sales Blog

How to Tell If a Salesperson Is a Good Fit—Not Just a Good Interviewer

Hiring is both an art and a science, and arguably the most important aspect of any business. Not surprisingly, research shows organizations that spend more time recruiting high-caliber people earn 22% higher return for shareholders than their less discerning peers.

What Every Successful Channel Sales Program Does Right

When created and executed properly, there’s no question that a channel sales program can make a significant difference to your company’s bottom line. In general, using indirect sales channels results in year-over-year revenue growth of 20-30%—and up to 50% in some optimal cases.

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.

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.

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