Happy Friday, everybody!
It's always fun to share (and hear) a good story about how you beat quota. Share your best "here's how I beat quota" story here.
Bonus points for style/skill over getting lucky 😉
Here's mine. No big numbers here, but I'll always be super proud of how I played this one (even though I did also get kind of lucky):
I'm just ~$7k away from quota, send a $4k deal for signature/processing the day after Thanksgiving, and I'm banking on it - I know, not smart.
I also have a demo for another $4.5k the Monday after Thanksgiving.
Demo goes super well, prospect has strong, clearly defined needs, makes budget decisions independently (small business), and wants to move fast. Proposal goes out.
So now I've got $8.5k out awaiting signature, on a $7k gap, with about a month left in the quarter - feeling pretty good!
Welp. The week after Thanksgiving...
One prospect's mother passes away, and they're OOO for an uncertain amount of time.
Other prospect just disappears. No idea what happened, but I got ghosted. Bad on me.
I've got some other pipeline, but it's all soft because of holidays, lack of urgency, or underdeveloped pains. So how do I make up my $7k shortfall?
I decide if I can lose two "certain" proposals because I'm single-threaded, I can find new opps by fixing my single-contact situations on other customers and prospects (we're full-lifecycle reps).
So I call my biggest account, ask about what their colleagues in their LATAM office are doing, and it turns out their planning a new website launch. Turns out they've got 3 brands that have no in-house creative support.
Bing, bang, boom. One introduction/recommendation, and a few calls later, plus a little EOY discount to get it over the line, and I've got a $11k deal wrapped up on Christmas Eve.
Got a little lucky, but I definitely learned my lesson about thinking I was untouchable because of my executive contacts, or banking on deals that were just going to squeeze me over quota by a hair.