L
L

LilSaaSX

Enterprise AE

Executive
Personal Narrative
Contributor
+3

Staying on Point During the Holidays

hey y'all! I'm curious how everyone is strategizing the rest of the year? With personal vacations and a lot of key decision makers out for various holidays during end of year, how are you staying on track to crush targets? October was huge but I still need another 55K to close out 2021. best practices? 
🧠 Advice
📈 Closing
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braintank
Politicker
4
Enterprise Account Executive
Regularly ask your champion about EBs PTO. Build cushions into close plan. Know that if it isn't in by 12/17 it probably ain't happening.

Also, don't forget to take some time off yourself.
funcoupons
WR Officer
5
👑
Agreed with all this.

I bring up the holidays and ask if they plan on taking any time off - what about the rest of the DM team? Do they have shortened hours or close down the last two weeks of Dec? Ask all this shit early on and set up mutual timelines.

Don't plan on anything serious getting done the last two weeks of the month or the first week of January.
braintank
Politicker
1
Enterprise Account Executive
Best scenario I've had is offset quarters (e.g. Q4=Nov->Jan). This way you can do a big end of CY push, but then if things slip you have the entire month of Jan to sweep the floor. Not to mention you can potentially play with 2 CY budgets.
TheOverTaker
Politicker
3
Senior Account Executive
agree with what everyone else has said. I think using upcoming PTO/Holidays as a way to create real deadlines that everyone can relate to is a good tactic. 

You can also make a sacrifice to Odin prior to the Yule season as in the days of old
UrAssIsSaaS
Arsonist
2
SaaS Eater
I always try to get everything wrapped by 12/15 for said reasons. Early in discovery ask to understand what they buying process looks like during the holidays, who will be in/out and how urgent your solution is to get implemented. 

If Their timeline is 90 days and you're trying to ram it through in 30 it aint gonna happen but if its tighter then leverage the upcoming PTO to create urgency. 
NoSuperhero
Politicker
1
BDR LEAD
What I did last year was make sure that every conversation I was having was at least relevant. Focus on what I can control and when it came to Dec 15th, just know that you've done what you can and that's it.
E_Money
Big Shot
1
💰
Always a good idea to bribe big prospects and there is no better excuse to send gifts than the next couple months to try to get a deal closed by EOY. 

Keep your eye on the prize my friend!
LilSaaSX
Executive
1
Enterprise AE
Thanks everyone great insight and will continue to leverage during all conversations
goose
Politicker
0
Sales Executive
Honestly, crush the first three quarters and build during Q4 so that you can hit the next year strong and get some well deserved rest.

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