In this episode, Max Mitcham sits down with Ellis Campbell, Head of Enterprise at Selligence, to chat about Q4 anxiety, and how to manage your pipeline to finish the year strong.

Max and Ellis dig into the importance of preperation ahead of Q4, how closing over the Christmas period differs from the rest of the year, going for the quick win or playing the long gam, and the best questions to ask prospects to better understand deal structures and pipeline.

TIMESTAMPS

00:04: Intro
01:20: Ellis Campbell introduction
02:52: What are your experiences of Q4?
05:00: Q4 all or nothing?
05:30: Is there any difference between Q4 and any other quarter?
07:25: Why is it difficult closing at christmas?
08:30: Why preperation for Q4 begins in Q3
10:45: How can you better handle the process to close in December?
13:20: Psychology behind Q4 and consumer shopping habits
17:50: The importance of surfacing objections
20:40: Is the high turnover of staff in Q1 influenced by Q4 results?
24:30: What can AE's be doing at the start of Q4 to get on track and hit targets?
26:45: Leveraging your CRM to drive Q4 and Q1 pipeline
27:55: Channels that work well for Q4
29:40: The benefits of cold calling in Q4
30:40: Sending gifts in Q4
32:45: If you were starting out in sales again, what would you tell yourself?
34:10 What was the last thing you learnt that you're now adopting?

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