5/21/2024-99 SELLING days ’til Q4

You can not be too prepared for Q4 selling…closing business always takes longer than you think it should. For revenue to land during the last quarter, start plotting your strategy and steps now.

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

Typically, most Q4 buying decisions are made between May and early September, so what you do in Q4 Prime Time matters a lot.

As you know, sales success is rooted in planning and prep which means today is a good time to focus on your Q4.

Review your Q4 strategic account plans today and organize your challenges and priorities. You’ve touched most of your accounts during this year’s first five months, so you know how they’re looking in Q4.

If not, add this as Numero Uno on your task list: probe hard for Q4 revenue opportunities.

Next, organize the help you’ll need from your enablement, solutions, and management team. You’re gonna need them to make your Q4 big, so don’t wait until others on your team monopolize their time.

99 days may not be the right countdown number representing your days left in your Q4 push, but that doesn’t mean you get a pass on today.

Regardless of timelines, address these three guiding levers to prepare for this important selling period:

1. Meetings. You can’t plan your customer meeting strategy too far in advance. Determine which accounts and prospects represent the biggest bang for your Q4, and give yourself plenty of time to get them on the books.

2. Objections and obstacles. It takes time to work through both. What if one of your prime Q4 target accounts presents you with a buying objection that takes a long time to resolve? Allow a long runway to work through complex issues you know might arise. Find out now about the big objections on your key Q4 accounts.

3. Buying timelines. Obviously, the customer – not you – decides when to buy. Understand how their procurement protocol works so you can quickly work through snags and snafus – you want that money hitting in Q4 and must prepare now to make it easy as possible.

The internet offers zero fun, poignant videos promoting today’s theme, so instead, you’re invited to watch a smartly entertaining marketing stunt by Emirates Airlines at Dodger Stadium.

As you’ll see, Emirates absolutely steals the show at the ballpark.

After this whimsical break, go back to studying your Q4.