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Why The Greatest Sales Teams Just Kill It On Dec 31. When Everyone Else Has Gone Home. (Updated)
- The article discusses why the best sales teams manage to close so many deals on December 31 despite there being no reason for customers to buy then.
- There is often no budget left to burn and procurement departments are off on holidays.
- Leads dry up at the end of the year, and no one is looking to buy anything between Christmas and New Year.
- Yet, the great sales team manages to close a significant amount at the end of the year.
- The reason for this is that it all boils down to a relationship based on trust and value.
- The rep has done an excellent job by helping prospects, adding value, and earning the right to ask for something, which is to exceed their year-end goal.
- The reps that not only understand the product and pitch but the magic of connecting value to a signed contract are the potential future leaders.
- They drive down sales cycles, increase close rates, and drive up revenue per lead.
- The best sales teams still crush it in December despite deals pushing to January, implying that they possess the unique ability to connect and understand customer pain points.
- This post is an update of the classic post on why the best sales teams kill it on Dec 31.
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