Requalify What’s in Front of You
If you’re serious about hitting your B2B sales goals and having the best sales year ever, you need to start by getting brutally honest about your pipeline.
There’s no room at the end of the quarter for “maybe” deals or prospects still working through their budget cycles. Go through your pipeline line by line and force clarity: is this winnable by the end of the period, or not?
The harsh truth is that if a deal hasn’t progressed in the last 30 days, it’s probably not closing in the next 30. And if you can’t get the buyer to engage with urgency soon, they’re not an end-of-quarter close.
Instead of trying to create urgency where there is none, shift that energy to the prospects who are already moving. Look for the ones replying quickly, asking about implementation timelines or checking your pricing page twice in a week. Those are your closers.
Accelerate Stalled Deals in the Middle of the Funnel
Most deals don’t die at the top; they stall in the middle. Too often the buyer gets busy, your rep goes dark, and suddenly it’s been two weeks since the last touch.
You need a playbook that’s designed to get those stuck deals moving once again.
Because even if your industry has a long buying journey, you won’t hit your sales targets if you rely on passive selling and wait for prospects to circle back.
Three quick ways to shake deals loose from indecision or delay could be:
- Try executive outreach. Send the prospect a personalized note from a senior sales exec or get your VP or CRO to join key calls. This signals importance to your target accounts and can make the deal feel more real to the buyer.
- Create urgency with offers that are time-bound and justifiable. If you offer something like fast-track onboarding, limited incentives, or exclusive bundles, you can build value and encourage the conversion.
- Map your stakeholders if you’re dealing with a buying committee. The days of relying on a single champion are over, so the more stakeholders you can align, the better your odds of closing the deal.
Focus on the Warmest Accounts
If you don’t use website visitor identification, you’re probably sitting on revenue you can’t see. That’s because unless they fill out a form or find some way of getting into your CRM, you have no idea the leads are there.
If someone from a target account has been visiting your pricing page, product comparison articles, or case studies, they’re showing high buying intent signals—but you can’t see it.
But if you have visibility tools that surface anonymous buyer activity, you can find these warm leads and share them with your sales reps so they can get start warm calling.
If target accounts are showing signs of interest, your team should be showing up in their inbox the same day.
Cut What’s Not Working
Time is the most valuable asset your reps have, but wasted hours mean less chance of hitting those sales targets.
Whether it’s cold calling prospects that aren’t a good fit, chasing leads that haven’t responded in three weeks, or logging into dashboards they don’t use, there’s so much that can distract your sales reps.
If you take a step back and kill the noise, you’ll be closer to meeting those sales goals.
That means stopping the outreach that hasn’t produced in the last 60 days and pausing the campaigns that aren’t generating meetings. If it’s not producing pipeline, it doesn’t belong in your workflow.
You can redirect them to focus their extra time on following up faster, personalizing more tightly, and calling warm accounts while they’re still warm.
This isn’t about working harder; it’s about cutting every task that doesn’t directly drive revenue.
Tighten the Feedback Loop Between Sales and Marketing
It’s never more important to make sure sales and marketing are aligned then when you’re struggling to reach targets.
You can do this by focusing both teams on driving revenue this month or quarter and asking everyone to review their activity with this goal in mind.
That means that if marketing is launching campaigns, make sure your sales team is armed with insight into who’s clicking, browsing, and coming back for more. You need this data in real time, not in an MQL report that hits your inbox in a week’s time.
After all, late-stage marketing campaigns should be built for conversion, not brand awareness.
Build a War Room Mentality
If you’re not hitting your targets, you can’t treat this quarter like any others. It needs a different rhythm to drive a different kind of success.
One way to do this is to create a war room mentality. The goal isn’t to micromanage, but to concentrate your energy. Try things like:
- Hold daily standups focused on late-stage deals.
- Build leaderboards that update in real-time.
- Employ rapid escalations when deals go sideways.
When every day counts, your reps need to know which deals leadership cares about. If you can help them feel the intensity, you’ll keep momentum high. But make sure you celebrate every win, too. It’s important that your team feels the progress and pressure in equal measure.
Make It Easy to Win
If you’re rolling out a new tool, a new playbook, or a new outbound campaign, it has to be simple.
That’s because your team doesn’t have the capacity for another dashboard, another login, or another training module. They need workflows that show up in your CRM, alerts that hit their inbox, and insights they can act on right now.
Simplicity wins when you’re chasing sales targets. If it’s something that adds friction, confusion or extra workflow steps, that’s probably best saved for your start-of-year reset.
Track the Right Numbers, Not Vanity Metrics
If you’re thinking about how else to hit your sales targets, there’s a strong chance you might have been previously distracted by metrics like click-through rates or engagement scores.
You can refocus your team’s intentions by building a scoreboard that measures the most impactful sales metrics like:
- Deals likely to close by month-end
- Number of new opportunities created this week
- Sales cycle velocity by stage
- Win rate by segment or ICP
And if you’re using tools to surface buyer intent, make sure you track conversion from visit to meeting booked.
Empower Your Team with the Best Tools
If you want your team to strike while the iron’s hot, you need to be using website visitor identification software like Lead Forensics. It identifies the businesses visiting your website and uncovers the warm, high-intent accounts that would otherwise be hidden from you.
This gives your sales reps the ability to prioritize the right prospects, launch targeted outreach within hours of engagement, and convert passive interest into active pipeline.
When time is tight and every deal counts, this level of real-time intelligence isn’t a nice-to-have; it’s a revenue accelerator. And because it integrates directly with your CRM, it fits into your team’s existing workflow without slowing them down.
Ready to surface your warmest accounts and end the period strong? Book your demo now.
