Bring life to your mid-funnel
Published on
Skill
This is one of the trickiest weeks of the year.
It’ll seem like nobody’s around, and the upcoming three-day holiday weekend will tempt you to ease off the accelerator.
Don’t.
Labor Day falls late this year. By the time you’re back from the long weekend—and give yourself a day to reacclimate—it’s already September 9.
Can you afford that?
The sellers who enjoy a strong Q4 don’t wait until mid-September to start building it. This week is your chance to get ahead of the chaos.
Do
Today and this week, pressure-test your Q4 mid-funnel opportunities. The mid-funnel is where deals slow down and start to wilt.
You’ve invested a lot of time in those accounts. And because you’ve worked so hard to get them this far, it’s easy to mistake hope for progress. (All together now: "…and hope isn’t a sales strategy!")
Put every mid-funnel opportunity through one simple test:
What evidence proves these opps are still alive?
If you don’t have facts by now to validate their status as real, then you need to spend this week getting them!
Pick up the phone. Use your qualifying skills. Find the truth about where your opps stand.
Oomph
Running out of gas while moving your opps through the funnel is NOT an option…as you know.
Some people will do anything for gas. Watch this Short to see what they’ll do for free gas.
Loons. Every last one of ’em.