IndianaShep

Director of Sales and Marketing

Valued Contributor

EoY strategy

Hey savages

Near the end of the (work) week last week I got to thinking about it show horrible the next month is for inking new deals. between procurement, legal, and the holidays I'm staring down a sketchy possibility of...well...it's best not to think too much about it.

But then I got to thinking, I bet my client partners are annoyed with this too. So I segmented and built a three-email campaign that starts Monday with a "December is almost here," then a "we could do these types of projects (customized for client) before the end of the year," and then capped with a "you have this many days left this year."

I sell content services (writing, editing, training), so I have a large client base of smaller projects (e.g., writing a single blog) so it may just work.

Anyway, I'll let y'all know what happens. anyone else run campaigns like this with their clients (I know SaaS is a little different, so sorry y'all.)

😌 Email Templates

13

23 comments

Sort by:

Sunbunny31

Politicker

4

Sr Sales Executive 🐰

I've been sending reminders to my SaaS customers who are trying to get deals done by EOY so that we don't run up against procurement or security issues at the last minute. It's helpful, but for most things, this week is too late for us, which is why I started early.

Let us know how it goes.

TennisandSales

Politicker

2

Head Of Sales

for sure reminding ppl that they may have to do IT reviews is a good call. so many prospects forget they have to do this and then it kills it

Sunbunny31

Politicker

2

Sr Sales Executive 🐰

Or drags it out so now you have an unintended Q1 deal.

IndianaShep

Politicker

2

Director of Sales and Marketing

For sure on this!

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Well, to be fair, I do this for every deal - we work on a sequence of events as soon as possible so that any critical deadline or timeline can be met.

IndianaShep

Politicker

2

Director of Sales and Marketing

I had to.

Sunbunny31

Politicker

1

Sr Sales Executive 🐰

Understandable. Carry on.

IndianaShep

Politicker

1

Director of Sales and Marketing

Thanks! I knew that this is definitely not the style for most of our fellow savages (given the predominantly SaaS representation). I have a weird bifurcation because I have some deals that are heavy and decently long (think $100k+, 6-month cycle) and some that are transactional (think $1.5k, one or two emails). This strategy is the latter.

CuriousFox

WR Officer

4

🦊

I started these conversations at the start of the quarter. Anyone on the fence will get moved to next year at new pricing.

IndianaShep

Politicker

1

Director of Sales and Marketing

Smart. I think that is a nice, strategically-sound plan. As I mentioned in another comment I have a few different personas I sell to (some I have been working for months and months, others I know they have a need I just have to nudge them there). It makes any strategy a little difficult to apply universally, for sure.

Pachacuti

Politicker

4

They call me Daddy, Sales Daddy

@IndianaShepThat's a strategy, I guess. Email is so ineffective overall though, especially cold emails. But if its the best you got...

Personally, I would do the emails and then follow up with calls to my top 10-50 clients (depending on your bandwidth to make calls).

I would also be more focused on closing what is already in the pipeline and laying the groundwork for Q1 '23.

IndianaShep

Politicker

3

Director of Sales and Marketing

I get your confusion, my apologies for not being more clear. This is a value add, not a replacement for other endeavors. I still have my other strategies running concurrently (in fact, I should be closing a 7-year deal this week!).

Also, I may not have been clear. With this list I receive a nearly perfect open and response rate: they are very cultivated, about 55 individuals. Existing clients that mostly (probably) Have some budget and projects that would go unaddressed. That is who I am targeting.

Thanks for the thoughts, Savage!

TennisandSales

Politicker

3

Head Of Sales

i like the sound of that for your customers.

for me i know what deals will and will not close this year already.

so i just need to focus on getting the deals that will close DONE. then im focused on reviewing my year, planning for next year and identifying top targets to go after

IndianaShep

Politicker

2

Director of Sales and Marketing

Sounds like you've got the plan nailed. Get it buddy!

Diablo

Politicker

3

Sr. AE

Curious to know why types of strategy you or the org have run last year? Did you find it from the other reps if they were successful to understand where you can tweak?

As others mentioned, knowing your potential customers that would close and nurturing them is more effective and strategy - not sure what works in your field - pricing, turn around time, free content ??

IndianaShep

Politicker

1

Director of Sales and Marketing

Let me check with the other reps.

*glances at my dashing-but-humble self in the mirror

Last year (and the four prior) we had no specific EoY campaign. Just a bellyache at how much December sucks for getting new clients.

This list is very specifically people I could pick up the phone and talk about their lives, current projects, etc. I am hoping it is a top-of-mind strategy that gives runway at worst and gets some quick deals at best.

Thanks for the reply, Savage!

Kosta_Konfucius

Politicker

3

Sales Rep

I would focus on the ones where there is urgency. Maybe a blog is needed by this date for retail

IndianaShep

Politicker

2

Director of Sales and Marketing

My friend! The second email actually has an executive summary of just such a blog (I link to the blog, and have a form on the page). I hope that mapping works. I will let you know.

Kosta_Konfucius

Politicker

0

Sales Rep

You got everything covered

activity

Politicker

1

VP, Business Development

I follow up with lost deals in the beginning of the year. Also, I'm trying to hit up hard to reach prospects, hoping the Christmas season puts them in a cheery mood for our services.

IndianaShep

Politicker

0

Director of Sales and Marketing

Solid. What do you sell?

punishedlad

Tycoon

1

🧙‍♂️

My company is mostly providing pricing incentives for signing before the end of the year.

antiASKHOLE

Tycoon

0

Bravado's Resident Asshole

I just fight to get shit together for January, if things fall through for Dec, then yay

Bravado is a community of trusted sales professionals endorsed by their customers.

Products

The War Room Jobs Salary Guide Tech Sales U

Company

About Us How It Works Blog Bug Bounty

Contact

© 2024 Bravado Inc. All rights reserved.

Privacy Policy Legal and Privacy Center Sales Jobs

If you are hired as a contract sales rep by a Bravado customer, we may ask you to prove access to the employee email account provided to you by that customer. This data will be shared with customers to track your sales productivity; customers can use this data to confirm you meet the minimum activity requirements to pay out your ramp stipend and commission.