Selling through the Holidays

SJN Sales knows that the holiday/year-end period is the most profitable time

of the year to sell In 2012, December 29 was SJN Sales’

number one revenue day of the year So far, and to absolutely nobody’s

surprise, sales are arcing upward as we race toward the end of fourth quarter 2012, which already exceeds last years fourth quarter.

Every year, clients & prospective clients ask:

whether they should “hold off until the beginning of the year?”

QUICK, EASY, HONEST ANSWER:

No. No business that wants to survive and thrive in

the current market can afford to give up on the years’ revenue during Q4

just because the stores are filled with Holiday cheer.

SJN Sales gathers data, all year

on which: Companies, Contacts Projects within companies

have quarter-end and year-end spending habits. At the end of every fiscal quarter, SJN sales teams focus on making sure that those targets have great opportunities to do their quarter-end buying with our clients .

Solutions and Services Sales are Seasonal

Niche industry solutions and technical managed services all move well in the last months of every quarter.

Big-ticket solution for enterprises, often sell best at the end of the year when current vendor contracts are up for renewal or use-it or-lose it budgeting is prying lose budget.

Development, project development, security, compliance related solutions and several others are especially variable by season.

SJN reviews year-over year results

and uncovers purchasing patterns the client may be completely unaware of.

Many of these quarter-end and year-end buyers are not aware of how strong the quarterly purchasing pattern is in their company or department.

There are common reasons that the quarterly cycle is strong

Buyers simply see the value of tools and solutions more clearly as real projects and customer deadlines approach.

Companies, especially those with a hands on CFO, want to see:

• if revenue met or exceeded projections• before pulling the trigger on• long-term, capital • change agent purchases.

Call Clutter Down & Contact time for Engagement up

It is certainly helpful to SJN sales teams holiday calls feature more time available for prospects to engage with our message.

Many of our contacts want to be certain that they don’t lose funding to some other department or initiative. Use it or lose it, is the thinking

Directors and VPs also hold back on purchasing until their own quarter-end numbers are assured. Deciding on the fly which project and technology investments

to fund.

So don’t quit selling as the holidays careen toward us.

If you’re thinking that you should start a new sales project now, you’re likely correct.

Talk to your SJN sales project manager We have some strategies specifically designed to

quickly review your current systems and roll out new sales We can even get results during the year-end period.

Using SJN sales teams getting sales jump-started right now.

We Love to Wow Clients with holiday season sales that create ROI before we

sing Auld Lang Sine

We can’t promise instant ROI but can put together a specific plan and launch your outsourced sales campaign in under two weeks.

Fourth quarter sales definitely won’t happen if your company gives up on the year before its over.

Credits Deb Taylor Tracy Williams Nikki Pappas Ruth Goldmark All of the SJN Sales clients who have had

the courage to sell all 365 days of the business year.

Selling through the HolidaysAbout SJN: SJN Sales has offered a full range of sales services to US and global companies since 1999. Their direct sales teams added 5 new healthcare and medical technology and service firms in the second and third quarter of 2012, with continued growth expected as these sectors of the economy continue to rapidly expand. SJN Sales reaches the US market on behalf of clients based in North America, Europe and Asia. SJN Sales teams blog updates and information at SJN Sales Blog