I recently commented on a blog by John Kenny about increasing sales velocity, especially in the fourth quarter, and I thought I’d expand on it here.
\n1. Normally, the fourth quarter isn’t the best for everyone. Businesses are just trying to get through the year, worried about the holidays, etc. Are you like that? Why accept that reality?
\n2. While it might be too late to add much to your pipeline, for the reasons in (1) above, you can at least close the deals in your pipeline now. If you get a delaying tactic, then ask ‘what’s going to change between now than x?’ You will probably get some interesting answers to that question, which will determine if the prospect is real, or just blowing smoke.
\n3. If you’re lacking deals to close, odds are that you haven’t done the groundwork to have more deals to close. This means doing more callls, more demos, basically adding more numbers to your pipeline. While in might not help you in the short run (i.e., the 4th quarter), you might have a good 1st quarter of next year.
\n4. Take that ‘head trash’ out of your mind that you can’t do it, it’s the econnomy, etc. You might just have to work harder to get the deals closed to get the money you want.<\/p>\n","protected":false},"excerpt":{"rendered":"
I recently commented on a blog by John Kenny about increasing sales velocity, especially in the fourth quarter, and I thought I’d expand on it here. 1. Normally, the fourth quarter isn’t the best for everyone. Businesses are just trying … Continue reading