As we round the corner into the holiday season, it's time to prepare for the inevitable downtime in B2B sales. You're not alone if you've noticed people aren't picking up calls or answering emails—this period can be frustrating. Shiny Christmas lights, Hallmark movies, and end-of-year festivities mean your prospects are often away from their desks. But worry not, there are still ways to keep pushing forward.
When Quotas Don't Take a Vacation
B2B sales slumps are especially problematic when your quotas stay relentless. It's crucial to lean on your network when it feels like the world is out celebrating. This week, we're diving into four key people you should be focusing on when business seems slower than usual. Impatient? Scroll down to the action steps at the end to get started. Looking for detailed advice? Schedule a quick chat with me.
Who To Call When B2B Prospects Go Silent
1. Referral Partners: Your Business Lifesavers
The stats don’t lie: Partner leads are two to five times more likely to close compared to regular leads. They're not only more likely to close but often do so faster and for higher value. The trick here is intentionality. Schedule structured meetings with your referral partners to sift through each other's prospects and pipelines. And a crucial heads-up—gain permission before sharing any contact info.
2. Clients Deserve a Check-in
Your best clients can morph into your best partners. A check-in isn't just a customer service task; it's an opportunity to gather referrals and insightful stories that marketing teams drool over. Especially during holiday times, your competitors are making moves to poach your clients. Repel those attempts by showing your clients some love and attention.
3. Win Back Past Clients
Remember those clients you lost to your competitors over the past year? Now is an opportune time to re-engage them. Many salespeople drop clients after the initial win, but revisiting them armed with new, innovative solutions gives you a shot at reclaiming that lost ground.
4. Internal Teams: The Unseen Allies
Don’t overlook the gems hidden within your own organization. Your IT, service, and implementation teams may have valuable nuggets of information. They might know about newly implemented features or user success stories that haven’t reached your ears yet. By aligning closely with these internal partners, you can enhance your pitch with real-world use cases and compelling stories.
Action Steps: Start Making Those Calls
Referral Partners: Set up meetings specifically to go through and match your prospect lists.
Client Check-in: Make time to reach out, gather referrals, and listen to any potential service issues.
Past Clients: Craft personalized, compelling re-engagement pitches.
Internal Partners: Schedule regular check-ins to stay updated on the latest advancements and client success stories.
Make the Most of Slow Times
The holidays are upon us, so don't waste this downtime. Focus on building strong relationships and finding new referral opportunities that can propel your business forward.
Want more details? I'm here to dive into specific strategies with you. Need some personalized advice? Book a quick 15-minute chat with me, and let's work together to streamline your efforts and drive results.
What's Next in B2B Summer Sales
Stay tuned for for tips and tricks you can use during the summer season when everyone (including you) is busy with family adventures. Subscribe now to ensure you don’t miss a thing. And don't forget to share this blog with anyone you know dealing with B2B sales—every bit of help counts!
AI Disclosure: I wrote the script for the podcast 100% independent of any AI. The podcast feeds to CastMagic, an AI model that helps repurpose the content by creating social media posts and this blog.
About Rise of Us
Rise of Us, founded by Summer Poletti, specializes in revenue growth through sales, strategic partnerships, customer success, and marketing alignment. We typically work with financial services and SaaS companies ranging from $2MM to $20MM ARR, assisting them in planning and executing their next stage of revenue growth. Our focus areas include strategy, coaching, and organizational alignment.
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