The Ultimate Guide To Sales Success In Q4

Q4 is almost over, and it’s the perfect time for sales professionals to focus and finish the year strong.

I’ve gathered the best advice from 18 top sales experts on LinkedIn to help you close deals, stay on track, and start the new year ready to win. From shortening your sales cycle to making the most of the holiday season, these tips will help you take your sales to the next level.

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1. How to stop deals from slipping

Closing deals at the end of the quarter isn’t about luck—it’s about leading the process with clarity and focus, as shared by Gal Aga in his recent post.

1. Call or text, don’t rely on emails.

Emails often get ignored. Use calls or texts to uncover issues and build better connections.

Example: “Hey [Name], I know going live by [Date] is important. Are we on track, or is there anything I can help with?”

2. Ask for help when you need it.

Buyers are willing to help if you ask directly and respectfully.

Example: “Could I ask a favor? Getting the order signed by next week would really help me. Is that reasonable?”

3. Always prepare for the worst.

Don't wing it. Plan for potential roadblocks and unexpected delays.

Questions to ask yourself:

⇢ What actions are needed to close this deal?

⇢ Is my champion truly committed?

⇢ What could go wrong, and how can I fix it?

4. Don’t work alone.

Involve your team and higher-ups in your deals. Collaboration is key.

Suggestions:

⇢ Hold daily check-ins with your manager or team.

⇢ Secure executive sponsors early.

5. Balance optimism with caution.

Expect challenges but move forward with confidence.

Follow-up questions:

⇢ “Does [Buyer] have the authority to sign, or will someone else need to approve?”

⇢ Keep asking questions, even if you think you already know the answers.

6. Create urgency by setting the pace.

Move quickly to encourage buyers to do the same.

Tips:

⇢ Send follow-ups immediately, not tomorrow.

⇢ Suggest meetings for the next day, not next week.

7. Stay proactive to maintain momentum.

Keep buyers engaged by showing how delays might hurt their project.

Examples:

⇢ “Let’s review how staying on schedule aligns with your goals.”

⇢ “Delaying could risk momentum on your end.”

2. Prioritize real deals, not just any deal

To avoid common mistakes and close out the year strong, Holly Allen suggests focusing on quality over quantity, staying consistent with what works, and managing your stress. [full post]

Here's a summary of her post:

1. Prioritize real deals – Only put genuine opportunities in your pipeline. It might look leaner, but it saves you from wasting time on deals that won’t close.
2. Stick to what works – Don’t try to overhaul your prospecting process at the last minute. If personalized voice notes and videos work for you, keep using them.
3. Plan your time, don’t panic – Instead of stressing about the calendar, create an action plan to meet your goals. Control what you can and stay focused.
4. Don’t rush the process – Make sure to qualify deals properly. Rushing through the sales process can waste your time and lead to more frustration.
5. Avoid unnecessary discounts – Only offer discounts if it’s part of the strategy, not as a quick fix to close deals.
6. Look after yourself – Stressing out will only hurt your performance. Keep your mindset positive and take care of your well-being.

3. Quality over quantity

Todd Busler outlines in his post how his team boosted first meetings by 280% the week before Thanksgiving. They achieved this with 70% of the meetings coming from outbound efforts.

Here's what they did and didn't do to make it happen:

What they didn't do:

↯ Hire new reps.

↯ Waste time configuring tools or using unnecessary apps.

↯ Overcomplicate with long, ineffective cadences.

↯ Constantly rewrite cadences.

↯ Make excuses about being too busy to prospect.

What they did:

1. Start with a plan: Every rep had a personalized plan for high-value prospecting from day one. No time wasted.
2. Prioritize quality: Focused only on target accounts where they could add real value.
3. Play to strengths: Reps worked in areas they excelled—whether on the phone or through networks.
4. Leverage smart ops support: An operations analyst helped by building targeted lists and providing data, so reps could focus on selling.
5. Tap into warm engagements: They focused on people already familiar with them through social media and virtual events.

4. Bad account prioritization is killing your pipeline

Keith M. Laughner explains in his post how poor account prioritization is hurting your pipeline. He highlights the dangers of using vague, broad ICP criteria and offers a structured approach to focus on the right accounts.

The problem with bad ICP

⇢ Too broad, too vague, or based on gut feeling.

⇢ Results in wasted time: SDRs chase accounts that will never buy, causing burnout and missed opportunities.

⇢ More activity, less pipeline: Increased effort without results leads to frustration.

How to improve account prioritization

1. Analyze closed-won deals: Look at industries, company size, decision-makers, buying triggers, and deal velocity.
2. Focus on intent signals: Use tools to track who’s actively searching for solutions in your category (website visits, content downloads, competitor research).
3. Track engagement data: Look for accounts interacting with your brand via emails, clicks, and LinkedIn engagement.
4. Prioritize by revenue potential: Target accounts with the budget, need, and urgency to buy.
5. Combine firmographics with behavior: Layer company details with real-time actions to identify buying intent.
6. Refine over time: Continuously adjust your ICP to reflect market changes and new insights.

5. Hustle smarter this holiday season

Brendon Lemon highlights in his post how the holiday season offers unique chances to connect with prospects.

Here’s how to make the most of the season:

1. Start with “Happy Holidays.” Use it as an icebreaker in emails, calls, or videos. It instantly warms up the conversation. Bonus: Ask about their Thanksgiving. It’s human and works every time.

2. Help them wrap things up. Prospects are busy but want to clear their plates before the holidays. Offer to schedule a meeting or demo now or for early January.

3. Use video pitches. Record a short, festive video for LinkedIn or email:

⇢ Keep it friendly and cheerful.

⇢ Address their business pain point (do your homework).

⇢ End with a clear ask, like scheduling a chat.

Be genuine and helpful. Prospects aren’t avoiding you—they’re people, just like you, with holiday plans. Show empathy, be creative, and help them solve problems.

The holidays aren’t a time to slow down; they’re a chance to connect and close deals.

6. Effective strategies for LinkedIn Q4

Conor Paulsen outlines a practical strategy for effective cold outreach on LinkedIn.

Here are the best tips from his post:

1. Build a targeted network. Send 200 weekly connection requests to decision-makers in your ideal customer profile (ICP). This ensures you connect with the right audience over time.

2. Improve your messaging. Strive for a 30-40% acceptance rate, bringing in 280+ new connections monthly. Track your progress, refine your follow-ups, and ensure your approach stays relevant.

3. Share meaningful content. Once you’ve built a solid network, focus on creating value-driven posts tailored to your audience. Content is impactful only when the groundwork is done.

By following these steps, you can transform LinkedIn into a powerful tool for outreach and build momentum from Q4 into Q1.

7. How to check in on deals the right way

Nate Nasralla explains in his post how to check in on deals without sounding pushy by leveraging champions within your prospects’ teams.

1. Use champions to communicate. Instead of directly asking for updates, write emails your champion can forward to their internal team. This helps you get updates without adding pressure.

2. Be clear and contextual. Make your emails precise and easy to act on. Include deadlines, context, and any necessary summaries for clarity.

Example:

Subject: January Kickoff

“Still on track for [date]? Here’s the context [exec summary].

Curious if procurement has updates on signing this week.”

3. Focus on accurate timelines. Encourage realistic planning by asking about timing explicitly: “Would it be better to prioritize accuracy over optimism on [milestone]?”

Ask for insights from others. Stay proactive by learning what else you can do to advance deals for December.

8. The truth about December outreach

Paul M. Griffin 👨🏻✈️ outlines why December is an underrated month for sales and offers specific ways to capitalize on it.

Key takeaways from his post:

1. Fewer salespeople are calling. Most think December is slow, leaving you with less competition and more access to decision-makers.

2. Companies need to use their budgets. End-of-year budgets are often available, and many companies invest now to prepare for January launches.

3. Holiday cheer works in your favor. Prospects are in a better mood, making conversations easier and more productive.

4. People have more time. With things winding down, prospects are more available for discovery calls and demos that will benefit them in the new year.

Now’s the time to pick up the phone and make December your best month yet!

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9. Why email won’t close Q4 deals

Salman Mohiuddin emphasizes the importance of direct communication in the final stages of Q4 deals.

The best tips from his post:

1. Skip the email follow-ups. Emails asking for updates often lead to delays or no response. Avoid generic questions like “Any updates on the order form?”

2. Make the call. Pick up the phone and speak directly to your champion, executive sponsor, or procurement contact. Conversations are faster and more effective.

3. Ask clear, specific questions. Focus on understanding what’s holding things up:

⇢ “What’s changed since we last spoke?”

⇢ “What’s the biggest risk in signing this week?”

⇢ “Can you walk me through the next steps?”

4. Use texts as a backup. If they don’t answer your call, send a polite and clear text to keep the conversation moving.

Don’t waste time in Q4—be direct, use the phone, and get to a decision quickly.

10. What executives care about in Q4

Krysten Conner provides a buyer-focused approach to creating urgency in Q4 deals without being pushy.

In her post, she explains how to tie your solutions to executive priorities:

1. Understand what executives care about in December.

Key concerns include:

⇢ Financial performance

⇢ Planning next year’s strategies

⇢ Standing out in the market

⇢ Meeting bonus-driven metrics

⇢ Managing risks and competitors

⇢ Attracting and retaining talent

⇢ Balancing work with holiday events

2. Connect your solution to these priorities.

Examples:

⇢ Help them improve or maintain strong financial results.

⇢ Show how you align with their upcoming priorities.

⇢ Highlight how your solution offers innovation or a competitive edge.

⇢ Demonstrate how you can impact metrics they’re measured on, like revenue.

3. Be mindful of personal and organizational timing.

⇢ Address roadblocks from legal, security, or procurement teams early.

⇢ Use a clear timeline or mutual action plan to ensure the deal is signed before holidays disrupt progress.

Focus on relevance, timing, and buyer needs to keep deals moving forward during the end of the year.

11. How to build a strong pipeline

Anthony Natoli provides a clear process to build a strong December pipeline by analyzing CRM data and targeting high-potential prospects.

He outlines six focused steps in his post:

1. Review current and past deals. Run a CRM report to identify patterns in titles, company sizes, and industries for targeted outreach.

2. Revisit closed/lost deals. Focus on opportunities lost to competitors, no-shows, or timing for potential re-engagement.

3. Target growing companies. Use LinkedIn Sales Navigator to find companies increasing headcount—they’re more likely to invest in solutions.

4. Focus on job changers. Prospects who recently changed jobs or came from a customer company are easy to convert.

5. Leverage marketing signals. Prioritize leads who interacted with marketing content, like webinars or ads, to guide outreach.

6. Focus on controllable actions. You can’t control outcomes, but strategic efforts put you in the best position to succeed.

12. How to prospect effectively in December

Mark Hunter explains how December is an ideal time for prospecting, providing eight practical strategies to boost Q4 performance while setting up success for the new year.

He shares 8 amazing tips in his article:

1. Use holiday hours to your advantage. Call prospects to inform them of your holiday operating hours. They might need your services if their regular supplier is closed.

2. Make thank-you calls. Reach out to existing or past customers to express gratitude. These calls often spark conversations that lead to new opportunities.

3. Add a personal touch. Respond personally to comments on LinkedIn or other platforms. December is a time when people are more open to personal connections.

4. Leverage the holiday schedule. The last two weeks of the year are disrupted by holidays, but many prospects are still reachable. Use this time to schedule meetings and prepare for Q1.

5. Focus on speed meetings. Ask for quick meetings like “15 minutes tomorrow” instead of scheduling weeks ahead. Avoid delays into the new year by acting now.

6. Reconnect with old customers. Contact past customers to check if they have new needs. They may have shifted suppliers but could be open to working with you again.

7. Follow up on lost deals. Reach out to prospects who chose a competitor earlier in the year. They might have unmet needs or be ready to switch.

8. Break your routine. Adjust your outreach schedule to fit the season. Make calls at unusual times like Friday afternoons or early mornings to catch prospects at their convenience.

13. How to manage Q4 holiday challenges

Richard Smith highlights how the holiday season creates challenges for closing deals, with many decision-makers out of office in December.

In his post, he offers a practical approach:

1. Focus on realistic deals. Prioritize deals with a genuine chance of closing before year-end. Stop chasing longshots that likely won’t close in time.

2. Be direct with prospects. Ask your prospects now: “Am I being unrealistic to think we can close this deal in the next two weeks?” Get clarity early.

3. Avoid desperate discounts. Don’t throw discounts at deals that lack a clear path to purchase with stakeholder approval. It weakens your position unnecessarily.

4. Spend time building pipeline. Use December to prospect and schedule meetings for January. Starting the year with an empty calendar is a mistake you’ll regret.

Focus on what you can control now and set yourself up for success in the new year.

14. Closing Q4 deals with a win-win mindset

Ian Koniak provides five strategies to close deals before the fiscal year ends without pressuring clients.

He shares 5 specific tips in his post:

1. Connect with decision-makers. Ensure you’re speaking with someone who has the authority to say “yes.” Avoid taking “no” from someone who can’t make decisions.

2. Use direct communication. Call the decision-maker’s cell if you’ve met before or have a good relationship. If they don’t answer, leave a voice note via text, as texts are more effective than voicemails.

3. Get to the truth. When speaking with execs, ask clear, prepared questions to understand their priorities and what’s needed to move the deal forward.

4. Clarify feasibility early. Ask directly if closing by the deadline is realistic and what steps need to be completed on their end, such as approvals or legal processes.

5. Focus on a win-win outcome. Don’t push for a hard close. Reiterate the value of your solution and the cost of inaction. Ask what they need to feel comfortable and agree on next steps before promising anything.

15. Easy wins with Sales Navigator alerts

Adam Weekes offers a simple strategy for tracking contacts who change jobs to secure quick wins in January.

In his post, he explains how to use LinkedIn Sales Navigator to stay updated on customer and prospect moves:

Source: Adam Weekes on LinkedIn

1. Build a lead list. In Sales Navigator, create a lead list with your current customer and prospect contacts.

2. Set up job change alerts. Enable alerts for “Started a position at new company” in Sales Navigator settings. Alternatively, use filters on your homepage to monitor updates.

3. Stay prepared. When a contact moves to a new company, you’ll be notified and ready to reach out, making it easy to secure a meeting.

16. Q4 success comes from effort

In his post, 🔥 Tom Slocum emphasizes that achieving Q4 sales goals isn’t about new tactics or tools but about effort and consistency:

1. Show up every day. Commit to making the calls and doing the work, whether it takes 50 or 500. Embrace the grind.

2. Love the process. Focus on mastering the craft of selling rather than looking for shortcuts or making excuses. Improvement comes from dedication.

3. Outwork everyone. While others slow down during the holidays, keep dialing, following up, and pushing forward. Success comes to those who stay in the game.

17. Be purposeful to win in Q4

Karen Kelly highlights the importance of maintaining realistic pipelines in Q4 to avoid self-sabotage.

The main points from her post:

1. Verify buyer intent with actions. Focus on tangible signs like buyers downloading materials, sharing information, or engaging with colleagues. Intent comes from their effort, not just words.

2. Avoid “happy ears.” Don’t hear what you want to hear. Savvy buyers may give surface-level responses if you haven’t uncovered their true needs or created urgency.

3. Prepare with purpose. Every call or meeting should have a clear purpose. Ask meaningful questions, show business acumen, and tie solutions to their broader company goals.

4. Build credibility. Demonstrate your expertise and reliability. Use social proof to instill confidence and help prospects feel secure in moving forward.

5. Drive engagement and next steps. Control the conversation by pausing for reflection, connecting their needs to your solution, and outlining actionable next steps to keep momentum.

18. How top performers win in December

Paul M. Caffrey explains in his post how top performers speed up their sales cycles in December while maintaining prospecting momentum:

1. Shorten the sales cycle. Convert weeks into days by reducing the time between steps like Qualification, Discovery, and Solution Presentation.

2. Share the process upfront. Explain the steps successful customers follow during the first call. This sets expectations and streamlines scheduling.

3. Provisional scheduling works. Ask to tentatively schedule each meeting, leaving only a day between steps. Always confirm the next meeting time before ending the current one.

4. Stay flexible and assertive. Mention that your schedule is tight, so meetings may need to happen early or late in the day. This shows urgency.

5. Keep building your pipeline. Continue your prospecting routine to ensure a strong start in January.

Success in Q4 comes down to smart strategies, consistent outreach, and staying focused. These tips from 18 top sales experts on LinkedIn will help you close deals faster, focus on the right opportunities, and finish the year strong.

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