It’s the final run home for 2025. Johnny Lee and Rachael Valtwies map out a practical 10–12 week “fight camp” to finish the year strong and set up January for momentum. From setting your finish line to tightening daily rhythms, they cover how to stay intense (not frantic), create urgency without pressure, and avoid the end-of-year fade that costs deals now and pipeline later.
What We Cover
- Why “sprint windows” (10–12 weeks) work—and how to use them.
- The daily/weekly actions that compound into a strong year-end.
- Referral language that invites more work (and what shuts it down).
- How to balance closing now with building January’s starting line.
- Tactics to reignite stalled deals and counter “deal fatigue.”
- Team cadence for leaders: goals, visibility, and constructive pressure.
Key Takeaways:
- Set your finish line Decide exactly where you want to be by your break (work and life), and how you want the first weeks of January to look. Work backwards to the actions required.
- Focus on the 80% Double down on the basics that move the needle: speak to enough of the right people, follow up with rhythm, nurture consistently, and lift conversation quality.
- Be “open for business” (referrals) Stop signalling “flat out”. Use confident, capacity-positive language and ask for introductions from your warmest sources. Small tone shifts change referral flow.
- Pipeline reality check Split deals into: close before Christmas vs stage for early Jan. Prioritise by readiness, value, and next clear step. Track nurture in your diary—don’t wing it.
- Create constructive urgency Your speed, tone, and conviction matter. Turn things around fast, ask for specific next steps, and let your belief show. Urgency starts with you.
- Know the driver Objections and delays often mask a core driver (risk, timing, capacity, emotion). Uncover it; the path forward becomes obvious and trust increases.
- Leaders: model intensity + accountability Set personal goals with the team, live the sprint yourself, and hold regular check-ins on commitments. Make it structured, supportive—and a bit fun.
- January isn’t a write-off Many clients are reachable. Book now for early-year meetings, offsites, and reviews so you hit the ground running (not warming up).
About Psyche of Sales: Snapshots
This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.
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