Oct 24, 2024

For Q4 deals, create and talk through a reverse schedule with your prospects. For example, “Our goal is to close this by Dec 31st, so we need to have this in legal’s hands by Dec 15th, which means we need to have the package and terms buttoned up by then. We need to make sure the trial is wrapped up by Nov 30th. To do this we need to kick it off by Nov 15th.” And continue with any and all important events that must take place between now and the deal closing.

Outlining this schedule does two things. It creates urgency. It also exposes trepidation on their part that may have been hiding. With the latter, you can easily get to the bottom of it by honing in on which step is giving them pause, and/or if this was never going to happen by EOY we want to know that as well.