As we slog through the dog days of summer, it’s crucial to focus on strategies to help you finish the year strong. In the B2B sales world, everyone is on vacation, and it'll probably remain slow until after Labor Day.
But don’t be deceived by the August lull; December 31 will be here before you know it. This blog focuses on devising strategies now so you can close out the year successfully. Impatient? Skip to the action items at the end. Need specific advice? Grab a quick 15-minute chat with me.
Congratulations, You’re Normal
It's challenging to come from behind and achieve your goals, but the sooner you start, the better your chances. According to GTM partners' research, 56% of B2B companies missed revenue goals last year. If you’re behind, you're not alone—but that doesn't make it any easier. Here are four strategies to help you stay on track and finish the year feeling accomplished.
Your Assignment: Four Key Steps for a Strong Year-End in B2B Sales
1. Analyze Your Late-Stage Deals
Use your favorite data analysis or AI tool to identify late-stage deals likely to close by year-end. Once you have your targets, collaborate with your marketing and strategic partners. Do you need a special piece of content to address late-stage objections? Can you tag team with a strategic partner? And remember, it’s not too late to close a partner lead.
Key Actions:
- Curate a list of late-stage deals.
- Collaborate with marketing for specific content.
- Engage strategic partners for additional support.
2. Re-engage Your Stalled Deals
Pinpoint deals that have stalled and can be re-engaged. Look for prospects who fit your Ideal Customer Profile (ICP) but might have ghosted you or where the next step was ambiguous. Leverage authentic and value-driven communication to bring them back to the table.
Key Actions:
- Identify stalled deals that meet your ICP.
- Craft value-driven follow-up messages to reignite interest.
- Use strategic partners and targeted content.
3. Tap Into Your Current Client Base
Analyze happy and healthy clients who are underutilizing your system or services. Have you ever lost a client because they didn’t know you offered a key feature? Avoid that by keeping clients informed and aligned with their goals and objectives.
Key Actions:
- Identify clients who may benefit from additional features.
- Use client success stories and QBRs to naturally showcase benefits.
- Request referrals to warm leads which close faster.
4. Create a Guide to Generate Urgency
A buyer's guide, implementation guide, or timeline can create a sense of urgency. Back into their desired go-live date by highlighting the time needed for implementation, training, and testing. This visualization helps them see the necessity of acting now rather than later.
Key Actions:
- Develop a guide outlining steps and timelines.
- Share the guide to create urgency in decision-making.
- Make the guide accessible on your website for mid to late-stage prospects.
Pro Tip: Overcome Status Quo
Prospects often stick to the status quo because change seems daunting. Your guide will break the project into manageable pieces, showing them you're with them every step of the way. This reframes the project as achievable and reduces hesitation.
Recap:
Evaluate Late-Stage Deals: Identify and target deals that can close by year-end.
Re-engage Stalled Deals: Use value-driven communication to reignite interest.
Leverage Your Current Client Base: Inform clients of additional features and request referrals.
Create a Guide: Develop a detailed guide to create urgency and drive action.
Need Help?
Need help? I’ve got blogs and other content that delve deeper into these strategies. You can also book a quick chat with me for tailored advice. Find me on LinkedIn to see tips, tricks and motivation daily.
What’s Next?
Next week, we will cover techniques to follow up with the deals you re-engage. You won't want to miss it! Subscribe so you don’t miss out, and share with anyone you know in B2B sales. Let's tackle this year-end sprint together!
AI Transparency: This blog was generated by an AI tool, CastMagic, which uses my podcast feed to generate other content for me. My podcast scripts are written by me, without the assistance of an AI tool. CastMagic helps me get more done with less.
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Rise of Us is a practice run by Summer Poletti, specializing in revenue growth: sales, strategic partnerships, customer success, and marketing alignment. Typically, we work with financial services and SaaS companies from $2MM - $20MM ARR to help them plan and execute their next revenue growth stage. We focus on strategy, coaching, and organizational alignment.
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