According to an article in Sales and Marketing Management by Mike Scher, CEO of FRONTLINE Selling, data has shown that outreach during the holiday weeks is actually an optimal time of year to reach decision-makers. The best sales-booking days of the year are holiday weeks, says the report. Here’s why the last weeks of the year have great potential to drive B2B revenue, says the report.
It’s a myth that all execs take vacation at year-end. Sales reps presume key players won’t be around so they spend their time organizing internal documents.
Key players will have more free time. From holiday shopping, to family airport runs, to school recitals and more, companies give employees lots of flexibility this time of year to enjoy the excitement of the season.
Down time = catch-up time. With less formal meetings and big decisions put on hold til the New Year, key players will catch up on their inboxes, spend more time scrolling social media posts, and take time to review comments. Social selling is a marathon, not a sprint, so consistent activity is key, says the report.
Mike Scher is CEO of FRONTLINE Selling, creators of Staccato, the leading B2B software suite that accelerates revenue by helping sales professionals create more high-quality opportunities, consistently hit quota and close more deals. He can be reached at firstname.lastname@example.org and Twiiter @sellmoreperiod.
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