The War Room
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Summer Holiday season is about to start - DOs and DON'Ts for sales folks

DOs:


1. Make sure to craft some before-holiday / time-limited deals - to encourage your prospects to buy before they leave for holidays. 


2. There is always (almost) somebody covering for a person who is heading on holidays - try to reach out to the replacement and this way you will keep the pot warm but also build a new connection - which might at some point take over the position of this (hopefully C level exec) person you are dealing with  


DON'Ts:


1. Do not start nudging the prospect over the personal mobile or social media - they ain't gonna buy on holidays anyway and all you end up with is an angry customer


2. Do not spam over the email - if you get OOO notification once, there is no point in chasing the guy over and over during the holidays - it will be the time well wasted 


---------------------------------------------------------------------------------------

What would you guys add to this list?

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24
braintank
Politicker
+6
Enterprise Account Executive
Your "don'ts" are applicable year round
swizard
Celebrated Contributor
+9
Sales Evangelist
Agreed braintank! What would you add to it?
TheQueenofDiamonds
Valued Contributor
+4
Account Executive
New prospects - hack to find out their cell number or who else works with them is in their out of office auto-reply . I am planning to send a few helpful reports from marketing, not too pushy and no ask to collect these auto respond info! 
swizard
Celebrated Contributor
+9
Sales Evangelist
good one! 
Ja
JamesJJ
Good Citizen
Director of Sales
Great tips! Thanks @swizard ! 
swizard
Celebrated Contributor
+9
Sales Evangelist
Cheers! Hope you find it useful! 
Ja
JamesJJ
Good Citizen
Director of Sales
Tnx! 
Show 1 more replies
GDO
Politicker
+7
BDM
Do ask them about their holiday plans. Tell them yours. If you have been were they are going give them some tips. Ideally send the tips over by mail after the last call. 
Premium_User
Good Citizen
Sales Manager
Hi replacement,

KDM's email bounced me in your direction - I hope you dont mind.


I have an opportunity sitting on KDMs desk for when they get back - while I don't expect you to weigh in on such short notice it would be great to pick your brain for 10 mins and make sure I can keep this moving when KDM is back in their chair.


What does your Thursday afternoon look like for quick call?"


If the replacement is a junior, it frames this as their chance to show initiative on something thats a priority for their boss.

If the replacement is senior, its a chance to show respect (just vary your tone).


Don't be surprised when you hear information they hadnt planned on sharing

What I like about this approach is that it frames the holiday time as a bottleneck that can be managed - you aren't manufacturing pressure, you're probing for existing pressure and leaning into it.


Nobody likes to be blindsided when they come back from holiday right?

paddy
WR Officer
+10
Account Executive

This comment was removed

pr
primesales
Valued Contributor
+2
Outbound Sales
You commented this on my post too. I have to ask why do you say "who cares"
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