Q4 is crunch time for salespeople. With budget deadlines looming and year-end planning in full swing, this is your final opportunity to hit your quota and seal those critical deals.
1. Leverage Year-End Budgets
Many companies have unused budget that vanishes on January 1st. Your mission? Help them spend it wisely.
Pro Tip: Ask directly: "Do you have unused budget that could solve [specific pain point]?"
The goal is to position your product as the smart year-end investment that sets them up for a strong start in 2025.
2. A discount they can’t refuse (but with something in return)
The holidays are deal season. Sometimes motivated prospects may need a push. Craft limited-time offers such as:
Catch: Always ask for something in return:
3. Offer Strategic Free Trials or Pilots
Sometimes the best way to get your customers through the door is actually letting them through the door. Let them see the value of your product firsthand. For high-ticket products or a commitment to a contract, a time-limited trial can be a game-changer:
It’s hard to walk away when they’re experiencing the results and recognizing the value firsthand.
4. Establish Crystal-Clear Next Steps
Q4 momentum dies with ambiguity. Your playbook:
5. Do Whatever It Takes
Ask yourself: "What will close this deal?"
Extreme Commitment Tactics include:
Ultimate Hack: Directly ask the prospect, "What would it take to close this deal?"
Final Thought: Urgency isn't about pressure—it's about creating undeniable value that can't wait until next year.
________________________
Teams be struggling right now with around 40% quota attainment as the current standard 😳 [source: Repvue]. Hope you're one of the ones tracking to hit your number. If not, here's a quick tip on how you can use what we've built for you at SendKits to try and squeeze in another deal or two before the break.
1) Build a list of Closed Lost or stalled deals. Easier to revisit something than start from nothing when there's only 3 weeks left.
2) Build a kit as a refresher, make it easy for them to get back up to speed and remember who you are. If they need to look through old emails, they just won't.
3) Get notified when they look at it. If they don't, probably still lost for now and you can't afford to waste time on the wrong leads right now.
If there's some engagement:
That's a sign there's still a chance. Push hard on these, "use it or lose it budget", "end of year special offer".
4) If you get a bite use the Next Steps feature to set a super clear timeline of key milestones, every day counts right now, keep your prospects organized.
5) As you kick-off 2025 use the same kit to pass to Customer Success for a clean onboarding process after the holidays.
