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Successes with EOQ Pushes?

So my company is behind forecast for the quarter, and leadership announced today a HUGE push for end of quarter results. This is my first EOQ scenario like this.


We have lots of incentives which is great, but I don't have any deals set to close in September in my pipeline (with the exception of a few opps I'm meeting with this week to better understand if it's possible), so a lot of this push for me will be reviving dead and delayed opportunities.


I do have quite a few delayed opps for October where we very recently had this conversation, so I feel a bit odd coming immediately back trying to push them in Q3 when they said they couldn't. I'm planning on positioning it a bit lighter for them though, and I plan on throwing a whole lot of hail Mary's elsewhere.


I guess my question really is - Does anyone have any experience and tips for success in a EOM/EOQ push like this? Especially in a similar scenario where your pipeline is pretty dry?


Thanks in advance!

πŸ‘‘ Sales Strategy
πŸ“ˆ Closing
πŸ’ͺ Motivation
7
Kinonez
Celebrated Contributor
+9
WR Enthusiast
When the pipeline is dry you have to increase the touches Β and approaches in your cadence and AB test what gives you better results.
GrizzleMcThornBody
Arsonist
+12
EVP - RevOps
volume - lots of people may be ready to commit to something if they are pinged.Β 
Incognito
WR Officer
+11
Master of Disaster
Grind like hell. There is literally no other option.Β 
goose
Politicker
+12
Sales Executive
Oh man... EOQ pushes are the worst. Β It's literally the only thing incompetent sales leaders can contribute to the sales function aside from the all team call blitz.
1nbatopshotfan
Politicker
+6
Senior Director, Enterprise Technology
There’s no harm in going after things that you think are dead or have ignored you. If you’re going to discount October deals to pull into September, make sure you run the numbers so that you don’t hurt your own commission.Β 

Obviously deal size, sales cycle and volume of deals matters here, so there’s only so much that you can do.Β 
ne
newsalesguy14
Politicker
+7
Account Executive
Thanks for the suggestion, that's a great call out!
happyhunter
Politicker
+6
spittin' sunshine
Keep on keepin' on. I'm not close to my q3 numbers either...lets go baby! Now is the time you and I need to grind!!! (and cry together here haha)
ne
newsalesguy14
Politicker
+7
Account Executive
Lets get it!!
Telehealth_2the_Moon
Notable Contributor
+13
Director of Business Development
I very rarely push for EOQ closes. We sell a very involved, long sales cycle product. Prospects often take a lot of work to get over the hump and one of the best ways to scare them off is to push them hard.Β 

If you're coming up short at EOQ I'd recommend focusing on your high probability ones while also spending time at the top of the funnel. Making sure the pipeline is strong is one of the best ways to keep from EOQ being a pain in the ass.
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