Tuesday, 21 May
Today's Topic
99 SELLING days 'til Q4

Skill + Do

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.

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.

Tomorrow - June 20

"Buyer, I object to your stupid objection."

Today - June 19

Didn't we JUST have a weekly sales meeting last week???

Read More

June 18

Q2 account reviews that make your mgr smile.

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June 17

Whadya mean, you're not killing it right now?

Read More

"I love deadlines. I like the whooshing sound they make as they fly by." Douglas Adams

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