The Mansfield Sales Blog

9 Buyer Rules and Sales Best Practices for InfoSec Professionals

Last week I had the honor of presenting at SecureBoston2015, an InfoSec technology event for buyers and vendors. The event was hosted by the International Information Systems Security Certification Consortium, a.k.a. (ISC)², the world’s largest IT security organization. Sponsors included LogRythm, Cylance, G2 Deployment Advisors, and other security intelligence leaders.

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.

Mansfield Helps CSA Break into a New Market and Grow Membership

A mantra here at Mansfield is, “Your success is our success.” When we say this to clients, we truly mean it. Case in point: Cloud Security Alliance (CSA).

Questions a Tech Start-Up Should Ask About the Sales Pipeline

I recently talked with an executive at a tech start-up about whether the company should consider partnering with sales consulting firm as a component of their sales strategy. He had two primary concerns: maintaining visibility into his sales pipeline and developing a pipeline management solution that fits the company’s unique needs.

How Technology Sales in the US is Different from Europe

I have had the good fortune to work and consult for a considerable number of European-based technology companies. This has helped me to see wonderful places, eat great food and place interesting wagers on sports that I don’t understand very well. It has also opened my eyes to a number of substantial differences in the way European and American companies build sales teams to address the huge technology market in the United States.

Three Critical Elements of Partnering with a Teleprospecting Company

The other day I came across a great blog post from MarketingProfs on how to select a teleprospecting partner. I was thrilled to see the article because it means the idea of partnering to grow your business is going mainstream.

Appointment Setting with the C-Suite: 5 Tips

In today’s SoMoLo world, social media and mobile appear to be the only way to connect with potential customers. But those are not the only ways, and they certainly are not the best ways. In fact, that old sales dog – the phone call – when used right, is still an effective way to get in front of key decision makers.

Questions to Ask Before Hiring a Sales Advisory Firm

Putting together a productive and successful sales team is not easy. Hiring salespeople who have the sales experience and product knowledge necessary to market your product can be a time-consuming task and there are so many variables to consider when selecting a sales advisory firm.

Does Your Company Need a Sales Strategy Tune-Up?

Let's assume that you already have a sales strategy, and that it's working, but what happens to your strategy when you enter a new market, release a new product, or new technology comes around? There are a lot of things that can force you to change your sales strategy.

Demand Generation Techniques: Using Email

Email marketing is an increasingly popular demand generation technique, and one of the most important parts of an email is it's subject line. After all, what is the first thing you see in any email? But the rules for email marketing are constantly changing, and you need to as relevant and up to date as  you can to make the most out of an email lead generation campaign. So, while no tips will ever be a substitute for experience, we offer up these four email subject line tips.


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