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Welcome to Q4. The counter’s at 0. There are 61 business days until 12/31/2024.
If you’re in RevOps, you’re probably thinking about 2025, but don’t sleep on helping your team hit Q4. It might feel like everything’s baked in, but if you move now, you can help create pipeline that will close in quarter.
Do these things TODAY:
Review the C/Ls
Give everyone a great closed/lost report so reps can revisit lost opps. When you combine this with the below, there will be good reasons to reach back out to these.
Highlight timing DQs
Make sure reps know which accounts were temporarily disqualified for timing earlier in the year. If you’re using dynamic books and running the “get back to me” play, distribute those accounts right now.
Fill data gaps
Every minute reps spend researching to (dis)qualify an account is time they could be using to craft a compelling message. Every account that isn’t being worked just because don’t know enough about it is potential lost pipeline. Polish up those firmographics and eliminate as many data gaps as possible. Any ICP-related question you can answer without rep research is a big win in a time crunch.
Find lookalikes
If you’re going to create and close pipeline in-quarter, reps need stories that quickly connect with prospects. The best way is to show how you’ve helped someone like them succeed. Find pockets of success, not with basic firmographics like employee count, but with use case or deep industry similarities. Look at your customers, going as deep as you can. Consider pulling in PMMs here, polling reps or using AI capabilities like our Market Map clusters and Lookalikes. Don’t just find “accountants who are customers”, find “accounting firms that offer bookkeeping services to property managers who’ve crushed it with us”. If you can find wins in a segment like that, arm the reps with the story and the account list.
Distribute more accounts
Territories shrink over time. After 9 months of prospecting your reps have territories that could be as much as 75% smaller than when you started the year. If you’ve filled data gaps and identified lookalikes, get those in the hands of reps ASAP. This is SOP for dynamic books but you shouldn’t be afraid to do it for static territories as well, even this late in the game. It’s important that you do this RIGHT NOW because these accounts take time to bear fruit and you don’t have much time.
Good luck. The clock’s ticking.
