Why Q4 isn’t 92 selling days — and how to keep deals from slipping to January.
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The calendar says 92 days in Q4. The reality? Subtract weekends, holidays, PTO, and slowdowns in legal and purchasing — and you’ve got a fraction of that. In this conversation, Mark McGraw and Sandler trainer Josh Pitchford map out how to close strong when time is short:
Count your real selling days and plan around them
Start earlier — budgets are set sooner every year
Get higher in the organization to accelerate decisions
Map the path to the PO: timeline, events, people
Quantify the cost of delay (the $250K/month example)
Be in the room where decisions happen
Prepare for the handful of predictable objections
Links:
Sandler: https://www.Sandler.com
Episode page: https://www.BuildingYourSalesEngine.com/40
Show links: https://linktr.ee/buildingyoursalesengine
Josh on LinkedIn: https://www.linkedin.com/in/josh-pitchford-6163274/
