Last week, I joined a dozen or so sellers in a #SalesInsiders chat on “Closing more business by year-end.” I wanted to share some of the great ideas that came out of that conversation.

More business - less discounting

• Upsell the deals you were going to close anyway. If you have a great relationship and you know the deal is going to close, ask if there is any budget they need to spend by year-end. Before you ask, make sure you have a product/solution in mind for them to spend it on.
• Use your Executives to call prospect Execs to get a deeper sense of the deal and what can be done to close it by year-end. That is what your executive management team is there for. They are a resource for you - use them. (h/t to Jonathan London on these)

 
Last month a Sales Manager who had recently downloaded our Inside Sales research report sent me this note: 

 
If you’ve read this blog for any period of time, you know my thoughts on Sales Reps using email as the primary vehicle for communicating with buyers.

We just published our 2012 Inside Sales for SaaS Metrics & Compensation Report. Just under 200 technology companies participated and we compiled 26 pages of data, insight & ideas.