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Stuart Wright

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Sales http://beatingtarget.com/

24 points

Feb. 22, 2012

Stuart Wright and 2 other people answered this question at this roundtable

Are You Already Behind On Your 2012 Sales Goals? [2/22 @ 11 am]

What tactics can you use when you fall behind your sales goals?

Check what you are measuring - what you measure you control. I find measuring orders is useless for productivity. You need to measure your actions that lead to getting an order. Stop measuring the orders and start measuring the pipeline stages. If you can action ... more

Sales Management

Feb. 22, 2012

Stuart Wright and 3 other people answered this question at this roundtable

Are You Already Behind On Your 2012 Sales Goals? [2/22 @ 11 am]

Assuming you are behind your Q1 goal, what are the top 3 things you can do to get back on track?

1) Change your goal to something you can hit and make it up next quarter
2) Don't waste time fretting - get prospecting for the future and don't forget to keep doing it
3) Find something better to sell that people actually want to buy more

Lead Management

Feb. 22, 2012

Stuart Wright and 7 other people answered this question

What are some of the best techniques to make sales teams more efficient and effective?

Thats a very customer centric leading question. :)
Why not get the customer to sell to you rather than the other way around? My time is just as important as theirs, in fact I'd go as far as to say its more important to me ... more

Sales Productivity

Jan. 10, 2012

Stuart Wright and 11 other people answered this question

Are there security risks to BYOD?

Good question Andrew. This is a blurred line that needs more definition in many organisations. The dataowner is ultimately the organisation but that in itself is only a collection of people in various roles. Its these people who actually write, use, interact with and share ... more

Information Technology

Nov. 21, 2011

Stuart Wright and 20 other people answered this question

How do we improve collaboration between marketing and sales?

Interesting question - please can you help me understand why social media increases the need for faster response times?
One of the issues salespeople have to deal with is a constant barrage of reporting requirements. Why do marketing want and need so much feedback in the ... more

Demand Generation

Sales and Marketing Alignment

Nov. 20, 2011

Stuart Wright answered this question

What are your best practices for closing deals during the holiday season?

I don't - I go on holiday when my customers do.
I posted a while back on what I really achieve when its not as busy, appreciate any feedback and ideas you have!
http://beatingtarget.com/?p=57 more

Sales Management

Nov. 20, 2011

Stuart Wright and 22 other people answered this question

At what point will you consider your smartphone to be your primary computing device?

When I can do every aspect of my work on a phone and it is convenient, then I'll naturally use that instead of a laptop of desktop. But I can't right now and don't envisage a time in the near future when I'll be able ... more

Contact Management

General Business

Nov. 20, 2011

Stuart Wright and 12 other people answered this question

Where does selling end and marketing begin?

Marketing should have involvement at every point in the process of operating a company to provide an outward expression of its company's value. It should help develop need, understand and develop generic propositions and use whatever resources it can to help train the business and ... more

Marketing Management

Sales Enablement

Nov. 17, 2011

Stuart Wright and 4 other people answered this question

How much research should a sales rep do before a sales call?

I think you should do very little research before picking up the phone. If you know what a company does in general and what you provide to companies like that and who best to find to discuss specifics - then the real research can be ... more

Oct. 3, 2011

Stuart Wright and 7 other people answered this question

What challenges do small and medium size businesses face today?

I got a few :)
Cashflow - some of the big guys just don't pay on time
Managing distractions - all employees are subject to more distractions than ever before - how do you keep them on task for long enough?
Risk averse clients - buying from a ... more

Customer Service

Information Technology

Oct. 3, 2011

Stuart Wright recommends this answer by alan bishop

How do you fight procrastination?

Procrastination is a symptom, do not fight it, understand the cause.

Procrastination

Time Management

Oct. 3, 2011

Stuart Wright and 10 other people answered this question at this roundtable

Modern Sales Management: How the Best Sales Managers Thrive in Today’s New Environment [10/6 @ 11 am]

Why are only 50% of sales people making quota?

I've got 3 answers
1) Salespeople need to aim higher - what is so good about achieving quota? If more people aimed higher than quota - then would more people beat target?
2) Most quotas are set by aspiring companies - which is all well and good ... more

Oct. 3, 2011

Stuart Wright and 5 other people answered this question at this roundtable

Lunch at the Compensation Café: Performance Management Myths [10/18 @ 11 am]

What do you expect from data.com?

I'm a salesforce user who has used jigsaw in the past to help find point contact information. The real change (when I sign up for it) will be that I can now use data.com from within salesforce - with that integration I get updated information ... more

Information Technology

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