4/14/2025-Q4 strategizing…today?

While it may feel like you have hundreds of things to take care of each week in your role, understand that strategically chasing revenue beats fiddling around in your inbox any day.

Even though Q4 feels a long way away for you, your Q4 customers started their Q4 planning and strategizing months ago.

Those who consistently reside in the TOP 10% can keep many balls in the air. This means sprinting through the current quarter and developing seeds for Q4 too. (And why not for 2026!)

Take this as a nudge to move Q4 up on the agenda with your top customers today…and the rest of the month.

Do these three things today to work on your Q4:

1. Examine your revenue attrition from Q4 ’24 to learn how much new biz you’ll need to generate this Q4.

2. Review the account plans you created a while ago to help you determine your strategy for Q4 money.

3. Book meetings today to pitch Q4 business…it’ll force you to start creating ideas for Q4 money you might not currently have.

Lastly, fire up your team: mobilize your manager, solutions teams, and anyone else to help you develop Q4 bait!

Strategic account planning is a dynamic process that should get your attention weekly, not just at the end of every quarter.

If you believe that your best thinking comes when you can quietly sit and think, then you see the light about the keys to figuring out complex issues: time and preparation are crucial.

Every day, you’re pushed and pulled in numerous directions, but that work is not as fun as when you can thoughtfully consider each key account from a bird’s-eye perspective.

Like everything in the sales game, you must be disciplined and committed to strategic account planning, just as you are to prospecting, growing your skills, and all the other issues you must attend to regularly.

And while those other things seem to add up to 89 hours a week, understand that strategically developing and executing plans for revenue growth beats fiddling around in your inbox any day.

This short clip from the movie Elf will remind you of what’s around the corner…it’s not that far away.

Holiday decorations pop up right after the back-to-school campaigns, and that’s only a few months away.

Don’t be like 90% of sellers who wait until summer to start thinking about Q4…get going now.