How’s the Q4 qualifying going?
Published on
Skill
This past Monday, MySalesDay urged you to spend the week pressure-testing your Q4 mid-funnel opportunities.
If you did, congratulations…you probably learned a lot about the opps sitting in your pipe.
Some may be weaker than you thought; some might be stronger. It’s better to discover the truth now, in early September, while you still have time to impact Q4 decisions.
Intentions are important in The Sales Life, but execution is what’s going to get you into the TOP 10%.
Do
Go back to the list of mid-funnel opps you identified on Monday. For each one, answer this question:
"What new evidence have I gathered this week that affects my action plan this month?"
If you haven’t connected with the KDMs this past week, make that effort today. (Yes, it always comes back to prospecting!!!)
Remember, this exercise is designed to activate your qualifying muscles. Focus on your preparation, your assertiveness, and—especially—the quality of the questions you’re asking.
Oomph
It’s the first Friday in September.
It’s also the most important month of your Q4 ’26 because the bus will soon shut its doors.
It’s time to get serious…really serious.
And it’s also time to get another dose of the classic Show me the money scene from Jerry Maguire.
Now go get your best prospects to show YOU the money.