The War Room
Question
Post
Smithy
Politicker
4
Director of Sales
Why would month/quarter end be any different to the rest of the time period?

Have a process, stick to it, and you will be fine.

No point in discounting in the last week if you've been shouting one price the rest of the time
Salespreuner
Big Shot
1
Regional Sales Director
Agree with this perspective. But let's say, a client is on the verge of closure and you can sense it, if price is the only standpoint to work upon, would you still not recommend discounting?
Smithy
Politicker
1
Director of Sales
It would depend on multiple factors for me. If they know what price they need to get it to for a decision before your close date, then maybe, but it would depend on the % discount.

Discounting is a part of sales, but most do it badly, hence my reluctance with it.ย 
Salespreuner
Big Shot
0
Regional Sales Director
Gotcha. Pretty much same feel here. Glad to know your perspective. ThanksโœŒ๏ธ
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
If you're waiting till the last week of your quota period to close business then I've gotta have a come to Jesus moment with you.

Prevent the end of quota period stress by running tight deal cycles throughout the month/quarter. Have deadlines in place with clear negative consequences for missing them. Have a clear path to close for ALL opportunities, and kill the ones you don't.

TL;DR do more in weeks/months 1-2 to solve for your hair-ripping-out-stress later on.
Salespreuner
Big Shot
1
Regional Sales Director
Yes. I agree with your process. The deadline methodology in whatever be the case and outcome (Positive or outcome) surely does the trick
Thanks for the feedback :-)
Chep
WR Officer
3
Commercial Account Executive
Honestly, I don't change things up because it's the end of the month. I've lost deals in the past being too pushy and not going to let that happen again.
slaydie
Politicker
2
Account Executive
Preach! I used to do this, like run end of quarter discounts or promos to deals I lost or others that were stuck. It worked, I definitely sold some deals but found it overall messy. The worst would be when the prospect would come back months (or years) later and ask for that promotional price I offered....so I stopped and have been fine since. I run every day like EOQ.
goose
Politicker
2
Sales Executive
People who take major actions at month / quarter end don't work hard enough the rest of the month / quarter
Ashing
Opinionated
1
Senior Account Executive
Wow look at all the rock stars taking the high road of "oooh don't get into that situation in the first place."

Please.

We all get sensitive to deadlines and situational quotas. We're all already trying to avoid a crunch in the last week. But it happens.

So to actually answer the question:

1 - you do have to create an air of scarcity. If the client feels no urgency things won't close. You need to articulate the cost of not deciding as much as the value of buying
2 - I've been straight and just said the quarter is coming to an end. If the rapport is there, sometimes they're looking for a reason to say yes but you haven't really asked for the sale. (We all THINK we asked for the sale, but did we?)

3 - the Joneses. Tell them who else just signed, a friend, a competitor, a mutual business. It sometimes removes that that minute fear of commitment if they know their friends are already in.
Salespreuner
Big Shot
1
Regional Sales Director
This is an amazing split. Thanks!!!
NotNewAEAnymore
Executive
0
Account Executive
- Like @Smithy said, the month end shouldn't be different than the rest of the month. That's not a sustainable model / process. However if you must, as a BDR; I used to do this:

1. Reach out to all cold leads with a new messaging and proposal modifs.

2. Call to the leads that said the timeline was now but didn't respond later - with a value prop messaging that I'm solving XYZ problems and you'd mentioned now is the time - anything else that's stuck ? Kinda.

3. Create urgency for the moving deals as well, so to ensure they don't get stalled or pushed to the next month.
5
EOQ Tactics - Whats your biggest last minute move to hit quota?
Discussion
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27
Do you delay deals to hit the next quota?
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89
Do you delay deals to hit the next quota?
Si
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Ashing , ย  SirAlex , ย  DrSmallprint ย  and 281 people voted
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FEELINGS- Your commission is annual (ARR) but the customer paid monthly (MRR) and if there is a churn in the next few months, the company will deduct by increasing your quota and taking the equivalent amount $$ from your quota in the next month.
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