With many organizations selling in fiscal years ending in December, this time of year represents a special challenge. How do sales leaders focus their energies on these shortest of time windows (What do I have to close this hour? What needs to get out of Legal this evening?) and at the same time reserve some mindshare for 2019 planning?
We have all been burned by waiting until January to worry about next year. It invariably ends up in setting quotas late, getting traction late, and a Q1 that starts the year behind goal. So to spark your thinking, we’ve culled the key issues from our 2018 research that deserve your attention. For more detail on each, we’ve linked to a select few of the nearly 100 blogs we published this year:
Buyer Insights. Buyers want something different from sellers. While B2B buyers are not overtly negative about their salespeople, they aren’t impressed