Congratulations on making it to the final month of the year! While many people are in total holiday mode by this point, sales leaders are focused on capitalizing on these critical last 30 days.
Maybe your team is a bit behind on numbers for Q4 and you need to revamp your strategy to ensure you finish the year strong, or maybe you’ve made substantial progress towards your goals and simply want to keep the momentum going. Whatever your situation, these three tips will help you make the most of the next 30 days:
1. Revise your outreach strategy.
With so many things fighting for your prospects’ attention, you’ve got to make sure that your team’s outreach stands out from the crowd. This means getting creative with your prospecting, leveraging video, GIFs, personalization, and more. Beyond this, however, you’ve got to make sure that you’re adding value to your prospect’s day. It’s not enough to send them a cute holiday-themed GIF; you’ve also got to let them know how your product tackles their pain points, especially those that are exacerbated by end-of-year stress.
2. Prepare for end-of-year objections.
Ideally, you’ve been working with your team throughout quarter 4 on end-of-year objection handling. If not, don’t fret! Now’s as good a time as any to begin.
Remember that in addition to the common sales objections, your SDRs will be facing rebuttals specific to this time of the year. All of the sudden, prospects are not just concerned about budget restrictions, they’ve exhausted their yearly or quarterly budget and will need to wait until the top of next year to consider other expenses. They’re not simply pressed for time, they have a greater workload since many team members are out-of-office for the holidays, so have no room in their schedule to take a meeting with you. You get the gist.
Overcoming year end objections is notoriously difficult, but not impossible. Now is the time to dig into your prospects’ pain points and hammer home the value of your product as a solution. You might also consider incentivizing prospects to act now (instead of at the beginning of next year) by offering holiday discounts or other promotions.
3. Take care of yourself and your team.
This may seem counterintuitive, given all you’re looking to accomplish before the ball drops on New Year’s Day. However, prioritizing self-care during this final stretch can actually make your team more productive by reducing feelings of burnout and increasing employee engagement. You cannot pour from an empty cup, and neither can your team.
Business case aside, encouraging your team to be adamant about self care shows that you are a leader who values your employees as human beings. You should absolutely care about their health and mental wellness at least as much as you care about them hitting their numbers. And prioritizing your own mental health empowers you to show up as your best self, at work and in other areas of your life.
If you’re seeking help building or coaching your rockstar SDR team, Vendition can help. Get in touch with us today.