7/2/2024-Happy Q3! …now go kill it!

As you plunge deep into Q3, plan for everything and account for surprises and road bumps. The goal is to be super happy at the end of the term, which, according to the calendar, is in 88 short days!

The best thing about the sales year is that it’s made up of four individual sprints…there’s always another race after the last one ends.

Forget last quarter…it’s done. Today is Day Two of the new quarter, and that brings many opportunities…and hope. (Yes…"hope" is never a good selling strategy…you’re right.)

Regardless of what your account planners say about your Q3 strategies, it’s good to start the quarter focusing on your number one tactic: GET PITCH MEETINGS on the calendar.

Since you’re obviously filled with vim and vigor today, you can handle two DOs:

1. Put on your strategy hat and dust off your Q3 account planners: what have you recently learned about your prospect’s business that affects your Q3 selling?

2. Shift to your tactics hat and update your Top 20 VIP list so your KDM prospecting efforts are updated and focused. Reach out to them this week!

Holiday weeks give you the space to be tactical and strategic.

Getting a good start to each quarter requires a lot of planning, and a lot of effort. While getting meetings is always a key driver to your quarterly success, don’t forget a few other items on this Day Two:

1. Quota achievement. Where is the money coming from this quarter? Double down spending time in your CRM so it projects your revenue accurately. Does your Q3 revenue projection signal that you’re gonna exceed your quota? If not, get your manager involved asap. Never miss a number without bringing your manager into the action with you.

2. Resource check. Is your org able to provide you with the resources you need to hit your Q3 number? This could be anything from management personnel getting involved with your accounts, or something broader like events and specific solution creation for key targets.

3. Scheduling. Because of the time of year, double-check vacation plans for everyone in your world who is expected to contribute to your quarter. This may include not just your internal team but also prospects and customers. If you’re expecting your prospect to sign the deal in the first few weeks of August – but she’s gonna be on vacation in Europe at that time – where does that leave your Plan B?

As you plunge deep into Q3, plan for everything and account for surprises and road bumps. The goal is to be super happy at the end of the term, which, according to the calendar, is in 88 short days!

Which dock-diving dogs in this Short represent you for your Q3?

Are you gonna get after it hard from the outset…like the first dog?

…or are ya gonna meander up to the jump line and sniff the water a bit, like the second one?