{"id":1874,"date":"2020-10-12T12:01:49","date_gmt":"2020-10-12T16:01:49","guid":{"rendered":"https:\/\/innovosales.wpengine.com\/?p=1874"},"modified":"2023-04-06T20:22:27","modified_gmt":"2023-04-07T00:22:27","slug":"q4-deal-close-crunch","status":"publish","type":"post","link":"https:\/\/innovosales.com\/blog\/q4-deal-close-crunch\/","title":{"rendered":"Q4 Deal Close Crunch"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"1874\" class=\"elementor elementor-1874\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-bb2f438 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"bb2f438\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-a5ade98\" data-id=\"a5ade98\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6fed9d9 elementor-widget elementor-widget-image\" data-id=\"6fed9d9\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1280\" height=\"624\" src=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/10\/4-questions-summary.jpg\" class=\"attachment-full size-full wp-image-1876\" alt=\"\" srcset=\"https:\/\/innovosales.com\/wp-content\/uploads\/2020\/10\/4-questions-summary.jpg 1280w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/10\/4-questions-summary-300x146.jpg 300w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/10\/4-questions-summary-1024x499.jpg 1024w, https:\/\/innovosales.com\/wp-content\/uploads\/2020\/10\/4-questions-summary-768x374.jpg 768w\" sizes=\"(max-width: 1280px) 100vw, 1280px\" \/>\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-af64156 elementor-widget elementor-widget-text-editor\" data-id=\"af64156\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">It&#8217;s finally Q4 2020! What a year, right?\u00a0 If you\u2019re a CEO, business owner, or you lead a B2B sales team, you want to ensure that the deals in the pipeline will close in Q4.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Here are four questions I recommend you ask your sales reps to determine the quality of the leads currently in their pipeline.<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-f1da009 elementor-widget elementor-widget-video\" data-id=\"f1da009\" data-element_type=\"widget\" data-settings=\"{&quot;video_type&quot;:&quot;vimeo&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<iframe class=\"elementor-video-iframe\" allowfullscreen allow=\"clipboard-write\" title=\"vimeo Video Player\" src=\"https:\/\/player.vimeo.com\/video\/467172087?color&amp;autopause=0&amp;loop=0&amp;muted=0&amp;title=0&amp;portrait=0&amp;byline=0&amp;h=9a4b52d2e6#t=\"><\/iframe>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cb0a9e2 elementor-widget elementor-widget-text-editor\" data-id=\"cb0a9e2\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<p><span style=\"font-family: inherit; font-size: 30px; font-style: inherit; color: var( --e-global-color-text );\">What is the desired situation?<\/span><\/p><p><span style=\"font-weight: 400;\">Does the client or the prospect really understand what their desired situation is? In other words, has that client articulated a vision of the future describing where they would like to be? The salesperson likely understands that, but does the customer? How do they know?<\/span><\/p><h2><span style=\"font-weight: 400;\">What is the cost of NOT taking action?<\/span><\/h2><p><span style=\"font-weight: 400;\">The second question that you want to ask is very critical:<\/span><\/p><p><span style=\"font-weight: 400;\">Has that customer explained or shown what the costs are of not doing anything? This cost could be financial, time, or resources. This is very critical. It&#8217;s not what the salesperson knows (or thinks they know).\u00a0 Ask the salesperson to list what the client\u2019s or prospect\u2019s estimate of costs of status quo are.<\/span><\/p><h2><span style=\"font-weight: 400;\">Are you getting meaningful commitments?<\/span><\/h2><p><span style=\"font-weight: 400;\">Ideally, this question was part of the entire sales process. In any event, as you get closer to actually closing this deal, is the client giving commitments? Have they actually expressed specific dates, and committed specific people that would need to be involved to make finalizing the deal in Q4 a reality?<\/span><\/p><h2><span style=\"font-weight: 400;\">Have you identified the decision makers?<\/span><\/h2><p><span style=\"font-weight: 400;\">This last question has to do with the mechanics. I can&#8217;t tell you how many times I\u2019ve had a coaching discussion with a salesperson about a particular deal, and it turns out they&#8217;ve only been dealing with one or two people in an organization.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">When, in fact, once the paperwork goes through, there&#8217;s actually four more people that have been added, and now the entire process is held up. Sometimes this has actually killed the deal entirely. At best, iIt certainly didn&#8217;t allow it to close in the quarter that was originally projected.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">So ask that sales rep: who are the specific people that are involved in this final closing event? What are the company\u2019s policies and procedures for approving a purchase?\u00a0 Oftentimes, there are legal language issues, regulatory compliance questions, and in today\u2019s environment, business continuity plans that must be ironed out and approved.\u00a0\u00a0<\/span><\/p><p><span style=\"font-family: inherit; font-size: 30px; font-style: inherit; color: var( --e-global-color-text );\">Summary<\/span><\/p><p><span style=\"font-weight: 400;\">2020 has been a tough year of unprecedented uncertainty.\u00a0\u00a0<\/span><span style=\"color: var( --e-global-color-text ); font-family: var( --e-global-typography-text-font-family ); font-weight: var( --e-global-typography-text-font-weight );\">As any experienced B2B sales professional knows, there are often a multiple set of various complications and roadblocks that need to be understood and surmounted before you can have confidence that this deal is going to close in Q4.\u00a0<\/span><\/p><p><span style=\"font-size: 1em; color: var( --e-global-color-text ); font-family: var( --e-global-typography-text-font-family );\">Asking these four questions will improve the accuracy of your Q4 revenue forecast in these uncertain times .<\/span><\/p>\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>It&#8217;s finally Q4 2020! What a year, right?\u00a0 If you\u2019re a CEO, business owner, or you lead a B2B sales team, you want to ensure that the deals in the pipeline will close in Q4.\u00a0 Here are four questions I recommend you ask your sales reps to determine the quality of the leads currently in &#8230; <a title=\"Q4 Deal Close Crunch\" class=\"read-more\" href=\"https:\/\/innovosales.com\/blog\/q4-deal-close-crunch\/\" aria-label=\"Read more about Q4 Deal Close Crunch\">Read more<\/a><\/p>\n","protected":false},"author":3,"featured_media":1882,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Q4 Deal Close Crunch - Innovo<\/title>\n<meta name=\"description\" content=\"If you lead a sales B2B sales team, here are 4 questions to ask your sales reps to determine the quality of their lead pipeline to help them close sales in Q4.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/innovosales.com\/blog\/q4-deal-close-crunch\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Q4 Deal Close Crunch - 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