Consensus Consensus
Consensus
Consensus Light Version Logo 3
  • Buyer Enablement
  • Platform
        • Interactive Video DemosEasily shareable and always available
        • Demolytics™Tantalizingly good stakeholder insights
        • Supporting ContentConveniently mapped content for each demo
        • OverviewIntelligent demo automation
        • IntegrationsCarefully curated integrations that work where you work
        • SolutionsPlatform tuning for teams across the funnel
        • SecurityGlobally reliable — way more fun than you think
        • ToursCreate on-demand product tours
        • Illustration of a calculator

          CALCULATE YOUR ROI
          WITH CONSENSUS.

          LET'S GO
  • Pricing
  • Resources
        • BlogThe #1 blog for Presales
        • Research & GuidesData and insights to help you scale
        • CustomersReal disruptors seeing real results
        • DEMOFESTThe best event for presales best practices
        • WebinarsThe how-to hub for scaling presales
        • Cost of Demo CalculatorDo you know the cost of your demos? Find out now
        • PodcastAnswers to burning Presales questions
        • Buyer Level AssessmentGauge buyer champion’s change project difficulty
        • Filter by Custom Post Type
          Posts
          Webinars
          Demofest Videos
          Podcasts
          Infographics
          Filter by content type
          Custom post types
        • Choose Your Own Demo feature image
          Choose Your Own Demo
  • Company
        • AboutOur WHY to everything we do
        • Press releasesSplash worthy buzz
        • CareersHigh-growth with high rewards
        • Consensus Partner NetworkJoin the network
        • SupportConstantly up-leveling customer users
  • Solutions
        • PresalesAutomate repetitive Presales functions and scale instantly
        • ChannelsOnboard and enable channel partners fast
        • SalesShorten sales cycles and improve close rates
  • Talk To Sales
  • Watch a Demo
  • Sign In
  • Watch a Demo
  • Sign In

Sales: Is It Time to Rethink End-of-Month Strategy?

  • Blog
  • Garin Hess
  • March 1, 2017
  • best practices, sales, Tips
Consensus

“End-of-month selling behaviors common to most business-to-business sales organizations have a negative impact on overall sales win rates and deal sizes.” These were the findings from InsideSales.com’s most recent sales study – and they have us thinking hard about how we handles sales at the end of the month. 

Is Your Sales Strategy Actually Hurting Your Deals?

You’re all too familiar with the frenzy that happens near the end of every month, nevermind the end of every quarter. With sales reps and account execs rushing to close as many deals as possible, they’re giving more and bigger dicounts or simply taking what little deals they can get. The result? They’re losing an average of 47% of the deal that would have been obtained just the day before. Think about how much that adds up to by the end of the year.

While it’d be great if every process in the world were able to flow with our calendar year, that’s just simply not the case. Rather than forcing our sales process into a cookie cutter timeframe that works for us, we should consider taking a more flexible approach to avoid losing out on revenue. Encourage sales reps to let deals flow into the next month. The study recommends, “putting limits on discounting options, offering bonuses for full-price deals and raising prices for future month purchases.”

You can read the full study from InsideSales.com here

PrevDemand Gen’s B2B Marketing Exchange: Top 3 Takeaways
Qualtrics Insight Summit: Highlights from Beats by Dre CMONext
  • Tags: best practices, sales, Tips
Consensus is Intelligent Demo Automation that scales your presales function.
Watch an Automated Demo

More Interesting Posts

What Buyers Actually Want
What Buyers Actually Want From Sellers
June 6, 2023
Presales History Part 1 – We Used to Sell Software
June 1, 2023
How Buyers Think – Overcoming Emotional ROI
May 9, 2023

Presales » Sales: Is It Time to Rethink End-of-Month Strategy?

Platform
  • Buyer Enablement
  • Overview
    • Interactive Video Demos
    • Demolytics
    • Integrations
    • Solutions
  • ROI Calculator
RESOURCES
  • Customers
  • Blog
  • Dojo
  • Webinars
  • DEMOFEST 2022
  • DEMOFESTx
  • Podcast
  • Buyer Level Assessment
COMPANY
  • About
  • Support
  • Careers
CONTACT US

info@goconsensus.com

801.653.0028

Talk To Sales

LAUNCH DEMO

© 2023 Consensus Sales, Inc. All rights reserved.
  • Privacy Policy
  • Terms of Service