Seasonal sales can cause pipeline problems for many businesses. Regardless of industry, as a whole on the B2B side, the summer months can be slow, from the end of June to the first week in September, the world slows down. Schools, Colleges and Universities break up and many of us take a longer break, embracing the British summer time. It can be a challenging time to organise meetings, move forward your pipeline, convert and close deals. So how can you ensure you keep on top of your performance, individually or as a company?
If the last two years have taught us anything, it is how to adapt our sales practices on a more remote basis. Meetings no longer have to take hours with online often becoming a more efficient option once relationships have been established. Scheduling a timeline for any new deal ahead of the summer and using a CRM system to schedule key dates and activity throughout the period will enable you to stay on top. Develop your customer journey, if you don’t already have one, update your own messaging and narrative, asking those prospects and customers around you for feedback as you go.
Think differently about how to engage with people. It always surprises me, so few events run throughout the summer, as the ones that do are often so busy with a great chance to network, invite connections, contacts and prospects along to. Host your own summer soiree, organise a social, if the weather is good embrace it, and organise some walking meetings, outside lunches and something different - think ‘BBMT’ (DM me) and further engage your existing customer base. Ask for referrals, use the time to upskill you and them, host an innovation workshop, a team building session inviting others along a training session and remain active and stay visible!
It has after all taken you a long time, I am guessing, to achieve your current profile, pipeline and overall visibility. Going on the low down over the summer could undo all your hard work. Sales is about consistency – regardless of the warmer weather. You will achieve a better return than many if you maintain this mentality throughout the summer months when many slow down and forget to engage with their customers often leaving them feeling unloved and uncared for.
Last month we had a save the date for The North’s first Sales, Service and Success Conference at Teesside University International Business School and by popular demand we are adding the subject of sustainability. With a stellar line up of speakers confirmed and more to come, it’s a day not to be missed and presents an ideal opportunity to kick start the last quarter of the year and for many, the busiest one.
The day will present an opportunity to learn, network, create new connections and take time out to embrace your own self development. We will also be launching our sales forum – an opportunity for sales professionals to come together regularly, attend events, access learning webinars, network and engage with like-minded professionals.
Tickets are available to purchase through JWSA….
We are looking to create a local supply chain network as part of our conference and have limited spaces available for local businesses looking to exhibit – contact JWSA for more info
If you are interested to find out more about attending, sponsoring, exhibiting or just intrigued – contact us on JWSA@justwilliamssales.academy. With only 100 tickets available, tickets will go online in a few months so register your interest ahead to receive first refusal.
We look forward to welcoming you…
Jessica@JustWilliamsLtd.co.uk / Twitter @JessicaJAW1903 / @JustWilliamsLtd / @JustWilliamsSa1