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Avoid Year-end Panic with Deal Reviews

Content Provided by Miller Heiman

The fiscal year-end can be one of the most trying times of the year for sales professionals as they evaluate their ability to hit their numbers in the remaining months. If you're scrambling to make those forecasted numbers, take a deep breath - meeting those goals does not have to put you in a panic.

There are several factors to consider when looking at the remaining months and planning where to spend your time. The first is to keep the bigger picture in mind. Customers need you to fix a problem, avoid a crisis, or accomplish a larger goal. Staying focused on their issues, rather than your need to close the deal, enables you to examine your deals closely and uncover areas you can potentially work with. This gives you the ability to identify deals with the best potential and then prioritize based on which are most likely to close soonest.

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