99 selling days ’til Q4

Most companies do about two-thirds of their business in Q4…which might explain why your manager gets a bit itchy from about now until Labor Day.

Whether you sell SaaS or a transaction-based offering, odds are high you are in peak planning and decision season…RIGHT NOW. What you do from now until Labor Day will define your year.

How’s your Q4 selling plan going?

Review your Q4 strategic account plans today and reset your thinking…and priorities:

1. Which accounts are your Q4 targets?
> When did you last qualify their budgets?
> What are their strategic issues that may conflict with your capabilities?
> What objections have not yet been discussed and resolved?
> Have you engaged your champions to help you work the funnel from the inside?

2. Are your internal teams prepped and engaged? (Don’t wait until others on your team monopolize their time.)

3. What’s your Plan B to all of the above?

Watch this smartly entertaining marketing stunt by Emirates Airlines at Dodger Stadium…they absolutely steal the show.

How many months of planning and practice between Dodger management, Emirates, stadium ground crew, flight attendants, and Hall of Famer Orel Hershiser were required?