Note: No SalesDaily next week—wishing you a Merry Christmas and Happy Holidays! 🎄🎅🏼

End the year strong

Mark Hunter outlined 8 strategies to prospect effectively in December. Here’s how to make the most of Q4:

1. Holiday hours
   Let prospects know your holiday schedule. They might need a supplier while others are closed, creating an easy way to win business.

2. Thank you calls
   Call customers and contacts to say thank you. These conversations often lead to opportunities.

3. The personal touch
   Respond personally to comments on LinkedIn or other platforms. People are more open to casual connections in December.

4. December holidays
   The disrupted weeks at the end of December are perfect for reaching prospects. Many people are working, and you can set up meetings for January while others are waiting to start.

5. Speed meetings
   Ask for short, quick calls like “15 minutes tomorrow.” Avoid letting prospects push meetings into the new year.

6. Reach out to old customers
   Reconnect with past customers who may need you again. Even if they’ve switched to another supplier, they could still need your help.

7. Lost deals
   Follow up on deals you lost earlier in the year. Check in to see how things are working out and offer solutions for new challenges.

8. Break the routine
   Adjust your schedule. Make calls during unusual times like Friday afternoons or early mornings. Schedules change in December, so flexibility pays off.

Book meetings before year-end

Charlotte Johnson shared tips to book meetings in December and prepare for January:

Start with warm prospects 

⇢ Go after closed-lost deals, event attendees, and MQLs.

⇢ Use tools like Drift or 6sense to find people ready to buy.

⇢ Look for LinkedIn users who follow your company or recently changed jobs.

Make your messaging fit December

⇢ Mention the holidays in your outreach.

⇢ Focus on year-end priorities like planning or reviews.

⇢ Use light asks, like “Let’s chat over a virtual gingerbread latte,” and keep the tone friendly.

Set yourself up for January

⇢ Pick your top accounts for Q1 and plan your outreach.

⇢ Research key prospects and draft emails to send in January.

⇢ Use any free time to learn more about your prospects’ challenges without pitching them.

Find warm intros with TeamLink

Rich Adams explained how you can use LinkedIn TeamLink (Sales Navigator needed) to improve referral selling and build a stronger pipeline.

Here’s how you can start:

1. Find warm intros with TeamLink

• Use TeamLink to uncover hidden connections in your network.

• TeamLink Extend lets you tap into your entire company’s contacts, like board members and employees, to find warm intro paths to prospects.

2. Focus on referrals, not cold calls

• Referrals are faster and more effective than cold outreach.

• Check LinkedIn for connections to target accounts and ask for intros from people who know your prospects.

3. Learn the tools

• Use saved searches in LinkedIn Sales Navigator to find TeamLink paths.

• Follow tutorials or quick guides to make sure you’re using TeamLink and TeamLink Extend effectively.

4. Track your referrals

• Log referral sources in your CRM to keep track of which leads convert best.

• Use dashboards to see how your referral outreach is performing.

5. Ask for intros every week

• Make asking for introductions a regular part of your process.

• Use templates to make your requests clear and concise, and follow up on any leads that come through.

6. Be flexible with your outreach

• Schedules change during the holidays, so adjust your timing. Call earlier or later in the day, and be ready to reach out on Fridays.

By using TeamLink and focusing on warm intros, you can skip cold outreach and build stronger relationships with prospects.

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