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.