The Best Game Plan To Close More Deals In Q4! | Emily Davidson and Mike Montague - 1838

In the early days of my career, I had the chance to go through Sandler Sales Training. While there, I met my two wonderful guests for this episode, Emily Davidson and Mike Montague. The principles they taught in that course provide excellent strategies that you can use during this year’s Q4 to help prepare for Q1 next year. Take notes and listen to their game plan, which will surely help you close more deals before the new year. Common BDR Challenges During Q4 You may wonder how to make the most of the remaining months of the year. Which deals should you focus on? Should you let any clients go if you know they won’t make a decision before the end of the year? These challenges can cause a lot of anxiety, but with a strategic plan, you can overcome them. Mike suggests continuing to prospect during this time. You don’t want to start the new year trying to rebuild your sales pipeline. Don’t start fresh in 2025 and bring Q4 clients along. Prioritizing Deals You may find yourself with deals that are moving very slowly through the pipeline or with nothing at all. What actions should you prioritize to help close deals? Follow the Sandler Sales Training Care Plan, where you assess your accounts and prioritize which ones to keep. Mike and Emily provide examples of the Care Plan to help you understand how to apply it to your situation. Sales leaders may need to help team members prioritize their deals. Sometimes an outside perspective can help a sales rep view their accounts objectively. Be Creative with Your Prospecting During this time of year, most sales reps are out enjoying the holiday festivities like everyone else. You may be tempted to do the same, but if you want to close deals, you’ll have to put in some work. The good news is, if you get creative with your approach, you can still have fun while doing it.  Attend the Christmas parties, but use the opportunity to talk to decision-makers. Don’t take a vacation during this time—use it to cold-call CEOs and presidents. The key is to work smarter, not harder, during this season. “Our job is to create an atmosphere and environment that allows the customer to buy while the salesperson stays out of the way.” - Mike Montague.  “Looking at your accounts through the lens of the Care Plan will help you break down those targets into categories. You can focus on which ones are a priority to keep.” - Emily Davidson. Resources “The 12 Week Year,” by Brian P. Morgan and Michael Lennington www.sandler.com  How To Succeed Podcast LinkedIn Prospecting Course Cold Call Openers Sponsorship Offers

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I believe in doing BIG THINGS! You should be earning 6 figures easily as a sales rep. But chances are you are not...yet! Sales is the most important department in every company but many sellers are never taught how to effectively sell, much less how to earn their way to high-income status. My own career limped along until a company I worked for invested in sales training to help me succeed. Immediately afterward, I closed a deal worth 4X what the company spent on me and saw hockey-stick improvement in my performance. So I started a podcast to “Evangelize” what was working. Today I interview the world's best sales experts, successful sellers, sales leaders and entrepreneurs who share their strategies to succeed in sales right now: folks like Jeffrey Gitomer, Jill Konrath, Bob Burg, and Guy Kawasaki to name a few. They share actionable insights and stories that will encourage, challenge, and motivate you to hustle your way to top income status. If you’re someone looking to take off in your sales career and earn the income you deserve, hit subscribe and let’s start doing BIG THINGS!