Rev your Q4 engine

Close your eyes and picture yourself around your Thanksgiving table this November, surrounded by family, friends, and great food.

The traditional feast will taste so much better if you nail the last quarter of the year…right?

The feeling you don’t want to have come late November – or whenever your Q4 selling ends – is that you ran out of time.

Start your Q4 work today by studying the calendar to understand timing issues for each of your top accounts.

You don’t merely want to hit your Q4 goal; you want to smash it out of the park. To do that, you’ll need to think and act differently than you do in Qs 1-3.

Ask – and answer – these Q4 questions today:
1. How can you sweaten the ideas and proposals you’re pitching to your Q4 target accounts?

2. What is your Plan B for your Q4 target accounts? (Develop those ideas now.)

3. What ideas can you present to your "B" accounts to get them on board?

4. Which KDMs can your manager help you get a meeting with?

It takes a village…mobilize yours today!

If you carve out time and work on your Q4 each day for the coming months, you won’t have to respond like the sprinter on the track in this Short.

While he notches a very impressive comeback, you need to run your Q4 race from the front.