As the year winds down and Q4 ramps up, sales professionals face the pressure of closing strong. In this episode, Rachel sits down with John Boney to discuss how sellers can maintain focus, prioritize effectively, and execute with clarity and discipline during the final stretch of the year.Whether you're managing stretch deals, navigating procurement hurdles, or trying to re-engage quiet accounts, this episode offers practical advice to help you finish the year with momentum—and set the stage for a successful Q1.
Key Takeaways:- Intentional Urgency: Learn how to drive urgency without sounding pushy by aligning with customer outcomes rather than internal sales timelines.
- Pipeline Segmentation: Break down your deals into three buckets—winnable, stretch, and next-year opportunities—to focus your efforts where they matter most.
- Avoid Common Pitfalls: Discover the top mistakes reps make in Q4, including leading with discounts and ignoring procurement/legal timelines.
- Reactivating Quiet Accounts: Use proof points, industry insights, and respectful “breakup emails” to reignite stalled conversations.
- Mutual Action Plans: Co-create timelines with buyers to ensure alignment and avoid last-minute surprises.
- Leveraging Internal Stakeholders: Engage leaders and cross-functional partners early to help move strategic deals forward.
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