Years ago, I remember a VP of sales telling me “take the last two weeks off, if you aren’t already in contract stage, you’ll never close a deal.” How wrong he was. I had 3 deals resurrect themselves in the past two weeks because prospects are shifting gears. A shift in gears gives you time to re-insert yourself into the situation.

But if you want to take the rest of the year off - 3 good selling days - go right ahead. Give the critical thinking a break.

For those of you that are going to wake up on Monday ready to roll - go get em! Personally, I’ll be phone-side with red-lined contract edits on my screen.

There are other strategies and tactics that marketing can employ that can generate leads which inside and outside sales can take advantage of in the new year.

Your insights and opinions in this current issue of your blog are intellectually lazy and doesn’t provide those of us in sales and marketing the depth of critical thinking that is crucial to our success.

Companies prepare for the end of year when people leave their office to celebrate Christmas and the new year. It’s not like this never happened before so instead of engaging in a tactic that yields little results, plan to do something that provides a better return on results.

To do the same thing every year and expect different results is insane.