When I was a salesperson, I loved December. It was the perfect time to close business. While December is a very difficult month to get things started, it’s a great time to “clean the slate,” take advantage of unused budget and leverage a natural deadline. One of the toughest strategies to execute in the sales process is to create a sense of urgency when there’s not a natural and obvious one present. It’s an area that is one of the biggest contributors to sales, less than professional...
