Besides waiting and praying, how do you spend the last couple days of the month/quarter to try to bring deals home?
17
Find more deals for next week/month/quarter. The next month's quarter isn't going to die if this one does.
If I have done everything I can for deals that are supposed to fall this month, wtf sense does it make to then sabotage myself for the next _________...? Get that pipeline fat AND long.
If I have done everything I can for deals that are supposed to fall this month, wtf sense does it make to then sabotage myself for the next _________...? Get that pipeline fat AND long.
Contact them
mmm. sneaky.
Giving away secrets again
If you're transactional you can just hammer the phones and try and make it happen, but you have a complex product then you're not really going to make much happen in the last few days.
Given that you said month as well as quarter, I'm guessing you fall into the transactional side of things. Reach out, maybe sweeten the pot a little. Appeal to the relationships you've (hopefully) built.
Best of luck
Given that you said month as well as quarter, I'm guessing you fall into the transactional side of things. Reach out, maybe sweeten the pot a little. Appeal to the relationships you've (hopefully) built.
Best of luck
Were definitely more in the complex bucket than transactional which is why it can feel like there's not much to do. Fundraising mode though so we get hammered about month end almost as much as quarter end.
Not much you can do aside from asking without seeming sleazy.
False urgency doesn't work for sophisticated buyers or complex solutions.
False urgency doesn't work for sophisticated buyers or complex solutions.
You don’t sell Avon?!?!?
I agree
Last week of the quarter is spent building early deal flow for the next month. Don’t sleep.
post continued:
... with the fishes
... with the fishes
You should have frequent(multiple times per day) communication with your champion, the procurement team, c-level, and any channel partners involved. You want to track the deal through every step of the process to ensure it is on track for an EOM close. Nothing is worse than finding out it could have come in, but ended up on someone's desk and they left early.
I may go through my lost deals for year before and call out and see how they are doing. Nothing pushy just a check in, I bet you could fill the pipe and maybe have some low hanging fruit. Bring an upcoming roadmap to tease and maybe catch them with something you didn't have before.
You have to create and manage a plan with everyone you are working. That way, it pushes the onus on them.
One quarter flows into the next. Already working on deals for 2024 as well.
It never ends.
It never ends.
Drinking.
💯
You could keep selling more? Maybe I’m crazy…
Great time to build for the following quarter. Unless your sales cycle is measured in hours there is little you can do to affect anything on the last day of the quarter.
For the same month/quarter: You don't!
Build for next quarter
if you will not hit it sucks. Use the disappointment to prospect for next Q
- Try reaching out aggressively to the existing pipeline, in a way that you can rule out any chance of them coming in. - Now for the companies where they might have said (in the past) that contact me in 4 months time or so, followup with them if now is the right time. If it is, you can take the conversation ahead - Throw in some discounts, I know it sounds bad. But yeah. - Ask for referrals
Coordinate internally and externally, work to align timelines with projected contract execution date. Then communicate that to the client.
Outside of that - you need to work backwards from their ideal implementation date. If they want to go live January 1st, what action items need to be completed so they can make that timeline.
In a past role we needed to have the inventory shipped to be able to recognize revenue for that month. In December, I was waiting for a $800K contract to sign. Our normal process was to wait for the completed contract before they would ship inventory. Instead of doing this I had the warehouse team prepare the shipment of around 700 devices. Wrapped and labeled on a pallet, ready to be shipped out the door the moment the deal was signed. I communicated this to the team and the CEO.
The CEO signed on 12/30 and we were able to recognize the revenue for that year because the pallet was already ready to go. All the inventory was shipped and I got my commissions paid in January.
Outside of that - you need to work backwards from their ideal implementation date. If they want to go live January 1st, what action items need to be completed so they can make that timeline.
In a past role we needed to have the inventory shipped to be able to recognize revenue for that month. In December, I was waiting for a $800K contract to sign. Our normal process was to wait for the completed contract before they would ship inventory. Instead of doing this I had the warehouse team prepare the shipment of around 700 devices. Wrapped and labeled on a pallet, ready to be shipped out the door the moment the deal was signed. I communicated this to the team and the CEO.
The CEO signed on 12/30 and we were able to recognize the revenue for that year because the pallet was already ready to go. All the inventory was shipped and I got my commissions paid in January.
The size deals that I sell take a least a month under regular circumstances. The only way I can pull stuff into the quarter is by already having established mutual action plans and usually pushing on legal if my customer has a deadline already.
Unless you sell something with a short deal cycle you are probably out of luck.
Unless you sell something with a short deal cycle you are probably out of luck.
Related posts
Members only
25 comments