More Revenue from the Leads You Already Have: Why Small Business Owners Can’t Afford to Ignore Sales Enablement
Doug Mansfield
September 27, 2025
Focus on Conversion Rates First
In addition to our usually daily blog post update, today I shared an original article on LinkedIn that I hope will appeal to small business owners and sole proprietors who stand to benefit from realistic improvements to sales enablement that lead to increased revenue.
Here's a Link to that article on LinkedIn: More Revenue from the Leads You Already Have: Why Small Business Owners Can’t Afford to Ignore Sales Enablement
This blog post was created by Doug Mansfield, president and founder of Mansfield Marketing
In the world of B2B business, there’s a classic, costly divide. The marketing team celebrates a spike in website traffic and leads, while the sales team laments that the leads are low-quality. Marketing fires back that sales isn’t following up effectively. This friction isn't just an internal headache; it’s a roadblock
As a B2B Sales Enablement and Marketing Expert, we know that you can’t build a strong house on a shaky foundation. The same is true for your marketing. Many businesses invest in marketing activities like social media posts or email blasts, only to see disappointing results and wonder why the needle on sales conversions
In the competitive B2B landscape, it's easy to get caught in a downward spiral of price competition. When a prospect’s decision comes down to a few dollars, you’re not just sacrificing margin; you're racing to the bottom.
The way your customers search for information online is undergoing a monumental shift. For years, Search Engine Optimization (SEO) has been the key to getting your business noticed on Google and Bing. But with the rise of AI-powered tools like Google Gemini and ChatGPT, a new landscape is emerging. Is your B2B business prepared for it?
In the world of B2B sales, many businesses invest heavily in marketing with high hopes, only to find themselves stuck with disappointing results. They see plenty of activity—social media posts, email blasts, blog articles—but the needle on sales conversions barely moves. This disconnect often stems from a common but flawed approach: process-driven marketing. This is marketing that checks boxes but fails to build the crucial bridge to sales.
For over 15 years, Mansfield Marketing has been dedicated to helping businesses grow. We’ve built our reputation on delivering digital marketing services that generate real results, such as increasing sales and brand awareness. However, through decades of B2B sales experience and hundreds of consultations, we identified a recurring gap that was holding our clients back from their ultimate goal: a significant increase in revenue.
