Fiscal Year End Sales Strategy

If you are operating in a complex sales environment and trying to crack into a large company for the first time you might want to consider where you are in time relative to the company’s fiscal year end. Why? Because if, let’s say today’s date is October 1st. and their fiscal year end is December 31st you don’t have time to make the contacts, build the relationship, help the client with a viable solution, get the solution passed by executive management and in the budget for January 1st. So, in this example you might want to focus on another large account opportunity that would fit the time frame it would take to through the process mentioned above.