9/1/2023-Q4 Planning

Be smart about how you close your Q4 selling efforts because ’24 is already underway. Bundle your prospecting efforts for Q4 table scraps with probing about your client’s 2024.

Q4 starts in 29 days. Given how fast time flies, that means you’ll soon be holding a magnum of champagne (or Diet Coke) in your hand and singing "Auld Lang Syne"!

Obviously, 2023 selling is mainly done, yet there’s much to do on the execution side. Instead of chasing your tail looking for Q4 morsels, it might be a good time to analyze the quarter and year so you can begin ’23 planning.

A common time-wasting mistake this time of the year is not letting go of the year. If this year is done, let it be done. Get set up for ’24.

Today, perform a Q4 "What’s Left?" analysis so you can identify remaining issues and begin your transition to ’24.

Ask yourself, what specifically remains in play for Q4? Which accounts need execution attention? What about internal resources…who in your org do you need to communicate with so they can support your final quarter?

Certainly, if there’s still fruit left on the trees for Q4, go after it. But quickly determine where it is and your chances to win those budgets.

The more time you spend chasing ghosts in Q4, the less time you have to work on 2024.

The TOP 10% are consistent producers because they know when to cut bait; that could apply to pursuing specific accounts or even moving on from a selling period like a year.

Sure, there are remnant opportunities and surprise money that can come your way in Q4, but with that quarter starting in a month, you’ll be served well by operating with specific intent and targeted attention now.

Instead of calling around every three days in September asking your favorite buyers if they got a release of incremental funds, sharpen your questioning to clarify the likelihood of getting more in Q4.

How’s this: "Hey, what’s the likelihood you will receive incremental monies this quarter that might have our name on it?" If they bite, fantastic! Regardless of the answer, follow up with a pivot to next year: "While I’ve got you, how are your ’24 strategies looking relating to our offering?"

The point is this: bundle your prospecting efforts for Q4 table scraps with probing about your client’s 2024. Sure, there’s much more to it than the above question, but the point is to understand when your Q4 is done…over… complete….finished!

Be smart about how you close your Q4 selling efforts because ’24 is already underway.

Maybe Dr. Tali Sharot will be the one to help you conclude if your Q4 is done.

In her 16-minute Ted Talk, Tali gives some good ideas on how to change behaviors, which comes in handy this time of year when distractions grow each day.

Learning to say "no" is an example of why it’s important to change your decision patterns. Same with learning to "cut bait."

Tali talks about creating a personal reward system to help you manage priorities and time, which could be what you need to organize your strategies for closing ’23 and focusing on ’24.