{"id":36522,"date":"2024-12-26T18:15:25","date_gmt":"2024-12-26T18:15:25","guid":{"rendered":"https:\/\/greatdemo.com\/?p=36522"},"modified":"2024-12-26T19:58:29","modified_gmt":"2024-12-26T19:58:29","slug":"las-fechas-criticas-evitan-la-dilacion-de-los-prospectos","status":"publish","type":"post","link":"https:\/\/greatdemo.com\/es\/critical-dates-prevent-prospect-procrastination\/","title":{"rendered":"Fechas cr\u00edticas - Prevenir la procrastinaci\u00f3n de prospectos: Un aprendizaje que nunca se detiene Art\u00edculo"},"content":{"rendered":"<p><span data-contrast=\"auto\">\u201cYour prospect\u2019s Critical Date is <\/span><i><span data-contrast=\"auto\">not<\/span><\/i><span data-contrast=\"auto\"> your end of quarter\u2026!\u201d<\/span><span data-ccp-props=\"{}\"><br \/>\n<\/span><span data-contrast=\"auto\">\u2013 Me\u00a0<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h3>What\u2019s in This Article for You?<\/h3>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"60\" data-aria-level=\"1\"><span data-contrast=\"none\">An End-of-Quarter Dialog<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"61\" data-aria-level=\"1\"><span data-contrast=\"none\">Buckets of Money<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"62\" data-aria-level=\"1\"><span data-contrast=\"none\">Not <\/span><i><span data-contrast=\"none\">Your<\/span><\/i><span data-contrast=\"none\"> End of Quarter!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"63\" data-aria-level=\"1\"><span data-contrast=\"none\">Critical Dates Have Two Components<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"64\" data-aria-level=\"1\"><span data-contrast=\"none\">Whoa \u2013 Back Up There\u2026!<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"65\" data-aria-level=\"1\"><span data-contrast=\"none\">Want Some Example Critical Dates?<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"66\" data-aria-level=\"1\"><span data-contrast=\"none\">The Number Three Reason for No Decision Outcomes<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"67\" data-aria-level=\"1\"><span data-contrast=\"none\">Yesterday?<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"68\" data-aria-level=\"1\"><span data-contrast=\"none\">A Summary and a Tip<\/span><\/li>\n<\/ul>\n<h2><b><span data-contrast=\"none\">An End-of-Quarter Dialog<\/span><\/b><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/h2>\n<p><span data-contrast=\"none\">\u201cA man who carries a cat by the tail learns something he can learn in no other way.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Mark Twain<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">It was December 27, and I was working in my office when the phone rang. I picked it up and said \u201cGood morning\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">The voice on the other end greeted me saying, \u201cHi, this is ___ with ___. I want to check-in with you regarding your interest in our software. Did you receive our proposal?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cYes,\u201d I responded. \u201cIt\u2019s a thing of beauty.\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cGreat,\u201d he said. \u201cIs there anything else you need?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I answered, \u201cWell, not that <\/span><i><span data-contrast=\"none\">I<\/span><\/i><span data-contrast=\"none\"> can think of\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">He tried another tactic, \u201cHave any of the vendors been eliminated?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cAbsolutely,\u201d I replied, \u201cbut you\u2019re lookin\u2019 good\u2026!\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cAre you close to a decision?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cDefinitely!\u201d was my response.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">He pivoted slightly, \u201cShould I be optimistic?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cCertainly \u2013 as I said, you guys are lookin\u2019 good\u2026!\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">He grew more direct, \u201cCan we close this before the end of the quarter?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I replied, \u201cI don\u2019t see why not\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Sounding slightly reassured, he asked, \u201cIs there anything you need to move this forward?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cWell, nothing that <\/span><i><span data-contrast=\"none\">I<\/span><\/i><span data-contrast=\"none\"> can think of,\u201d I said. \u201cbut perhaps <\/span><i><span data-contrast=\"none\">you <\/span><\/i><span data-contrast=\"none\">might have some ideas\u2026?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">He hesitated and then the words I\u2019d been waiting for came tumbling out, \u201cWould a discount help?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I smiled and replied encouragingly, \u201cYes, I believe so\u2026!\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cHow about a five percent discount, then, on the software\u2026?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I rapped my phone on my desk and then picked it up again, responding, \u201cI\u2019m sorry; must have been a bad connection!\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">He got the hint and tried again, \u201cHow about ten percent?\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I said, \u201cDeeper, deeper\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cTwenty percent?\u201d He asked, timidly.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I replied, \u201cMake it a twenty-five percent discount on the software plus free training and you\u2019ve got a deal!\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Relieved, he said, \u201cOK, I\u2019ll send over an updated proposal shortly\u2026\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<h2>Buckets of Money<\/h2>\n<p><span data-contrast=\"none\">Vendor sales teams, at the end of every quarter and especially at the end of their fiscal years, throw<\/span><span data-contrast=\"none\">\u00a0<\/span><i><span data-contrast=\"none\">buckets<\/span><\/i><span data-contrast=\"none\"> of money at prospects in the form of discounts and other incentives in hopes of closing business by the end of the quarter. How much discounting does <\/span><i><span data-contrast=\"none\">your<\/span><\/i><span data-contrast=\"none\"> team do?<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I asked Google, \u201cWhat&#8217;s a typical end-of-quarter discount for SaaS software sales?\u201d and the AI-generated response seems about right:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cA typical end-of-quarter discount for SaaS software sales can range from 10% to 20% depending on the company, deal size, and customer type, with many companies offering discounts around the 15% mark to close deals and meet their quarterly quotas; however, some may offer larger discounts, especially for enterprise customers or when trying to close a particularly large deal.\u201d<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">It\u2019s like vendors are bleeding revenue at the end of every quarter! How can we stop this hemorrhaging?<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<h2>Not <i>Your<\/i> End of Quarter!<\/h2>\n<p><span data-contrast=\"none\">\u201cEvery sale has five basic obstacles: no need, no money, no hurry, no desire, no trust.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Zig Ziglar<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Many sales methodologies emphasize the importance of \u201ccreating a sense of urgency.\u201d Unfortunately, that sense of urgency often resides with the <\/span><i><span data-contrast=\"none\">salesperson<\/span><\/i><span data-contrast=\"none\">, not the prospect! And it only gets worse at the end of each quarter. So how can we generate that urgency?<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">One solution is to identify a Critical Date that is meaningful for your <\/span><i><span data-contrast=\"none\">prospect<\/span><\/i><span data-contrast=\"none\">: a date by which <\/span><i><span data-contrast=\"none\">they<\/span><\/i><span data-contrast=\"none\"> need a solution in place, along with the driving force for that date. This provides you with several advantages:<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<ul>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"69\" data-aria-level=\"1\"><span data-contrast=\"none\">You close on <\/span><i><span data-contrast=\"none\">their<\/span><\/i><span data-contrast=\"none\"> timeline, which makes the entire process logical.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"70\" data-aria-level=\"1\"><span data-contrast=\"none\">You avoid unnecessary discounting.<\/span><\/li>\n<li data-leveltext=\"-\" data-font=\"Calibri\" data-listid=\"55\" data-list-defn-props=\"{&quot;335551671&quot;:60,&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Calibri&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;-&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"71\" data-aria-level=\"1\"><span data-contrast=\"none\">Close dates become more predictable.<\/span><\/li>\n<\/ul>\n<p><span data-contrast=\"none\">When you disconnect the close date from your end of the quarter, the sales and buying processes are more relaxed, deliberate, and aligned. Moreover, you\u2019ll enjoy seeing a more predictable <\/span><i><span data-contrast=\"none\">pipeline<\/span><\/i><span data-contrast=\"none\"> into future quarters.<\/span><span data-ccp-props=\"{&quot;134233117&quot;:false,&quot;134233118&quot;:false,&quot;335557856&quot;:16777215,&quot;335559738&quot;:0,&quot;335559739&quot;:0}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Intriguingly, closing based on your prospects\u2019 Critical Dates also offers some downstream advantages. For example, your implementation and customer success teams don\u2019t suffer the \u201cslug\u201d of projects that otherwise overpopulate their calendars right after quarter end. All involved parties can enjoy a calmer holiday season\u2026!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Critical Dates Have Two Components<\/h2>\n<p><span data-contrast=\"none\">\u201cIf you don&#8217;t know where you&#8217;re going any road will do.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Lewis Carroll<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">I noted above that a Critical Date includes the date itself <\/span><i><span data-contrast=\"none\">and <\/span><\/i><span data-contrast=\"none\">the driving force: Both are important to uncover and understand in your <\/span><a href=\"https:\/\/www.amazon.com\/Doing-Discovery-Important-Enablement-Processes\/dp\/B0B8RJK4C2\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">discovery<\/span><\/a><span data-contrast=\"none\"> conversations!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">For example, you might hear your prospect say, \u201cWe need to have the new system in place by September 15.\u201d That\u2019s great, but now you need to ask, \u201cWhy September 15? What\u2019s the driving force behind that date?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Your prospect replies, \u201cOh! We are retiring the old system and need to avoid paying another year of license fees. We need to decommission it by September 15 to achieve this.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">There you go: That\u2019s both the date <\/span><i><span data-contrast=\"none\">and<\/span><\/i><span data-contrast=\"none\"> its driving force!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Whoa \u2013 Back Up There\u2026!<\/h2>\n<p><span data-contrast=\"none\">\u201cThe most reliable way to predict the future is to create it.\u201d<\/span><span data-contrast=\"none\">\u00a0\u2013 Abraham Lincoln<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Here\u2019s a question for <\/span><i><span data-contrast=\"none\">you<\/span><\/i><span data-contrast=\"none\">, dear reader: Is implementing your software instantaneous, or does it take some time? A couple of days? A few weeks? Several months? The answer to this question enables you to build a timeline <\/span><i><span data-contrast=\"none\">backward<\/span><\/i><span data-contrast=\"none\"> to identify the target close date.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Using the example above (September 15 to avoid another year of license fees), let\u2019s say it takes three months for your solution to be implemented, tested, and user training completed. In order for your prospect to achieve their September 15 Critical Date, you need to begin implementation by June 15. You also know that it takes a couple of weeks to schedule your implementation team and start the process, so that means the close date needs to be June 1<\/span><span data-contrast=\"none\">st<\/span><span data-contrast=\"none\">.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">There you go!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">You\u2019ve disconnected the close date from <\/span><i><span data-contrast=\"none\">your <\/span><\/i><span data-contrast=\"none\">end of quarter <\/span><i><span data-contrast=\"none\">and<\/span><\/i><span data-contrast=\"none\"> mapped the timeline to ensure your prospect can achieve their objectives. Plus, you learned that June 1 is a comfortable close date for all involved parties.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">An additional observation is that many organizations want to run the old and new systems in parallel before making the final switch. You can add this period to your timeline as well.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Want Some Example Critical Dates?<\/h2>\n<p><span data-contrast=\"none\">Here\u2019s a starter list of Critical Dates candidates:<\/span><\/p>\n<table style=\"font-weight: 400;\" data-tablestyle=\"MsoTableGrid\" data-tablelook=\"1696\" aria-rowcount=\"1\">\n<tbody>\n<tr aria-rowindex=\"1\">\n<td data-celllook=\"0\">\n<ul>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">Prospect\u2019s project deadline<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"none\">Prospect\u2019s project date-specific objectives or goals<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">Prospect\u2019s budget cycle<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"4\" data-aria-level=\"1\"><span data-contrast=\"none\">Date when your prospect\u2019s budget needs to be consumed<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"5\" data-aria-level=\"1\"><span data-contrast=\"none\">End of the prospect\u2019s fiscal quarter \/ fiscal year<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"6\" data-aria-level=\"1\"><span data-contrast=\"none\">End-of-life of an existing software package<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"7\" data-aria-level=\"1\"><span data-contrast=\"none\">End-of-support for an existing software package<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"8\" data-aria-level=\"1\"><span data-contrast=\"none\">Renewal date for existing software<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"9\" data-aria-level=\"1\"><span data-contrast=\"none\">Rollout of another interdependent software application<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"10\" data-aria-level=\"1\"><span data-contrast=\"none\">Any major changes to your prospect\u2019s business<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"11\" data-aria-level=\"1\"><span data-contrast=\"none\">Acquisitions<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"12\" data-aria-level=\"1\"><span data-contrast=\"none\">Divestitures<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"13\" data-aria-level=\"1\"><span data-contrast=\"none\">Mergers<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"14\" data-aria-level=\"1\"><span data-contrast=\"none\">New plant or facility openings (or closures)<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"15\" data-aria-level=\"1\"><span data-contrast=\"none\">Scheduled plant or production line down-time<\/span><\/li>\n<li><span data-contrast=\"none\">New production line<\/span><\/li>\n<\/ul>\n<\/td>\n<td data-celllook=\"0\">\n<ul>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"16\" data-aria-level=\"1\"><span data-contrast=\"none\">New store opening<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"18\" data-aria-level=\"1\"><span data-contrast=\"none\">New field office openings (or consolidations\/closures)<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"19\" data-aria-level=\"1\"><span data-contrast=\"none\">Key new hires (or fires)<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"20\" data-aria-level=\"1\"><span data-contrast=\"none\">Board meetings<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"21\" data-aria-level=\"1\"><span data-contrast=\"none\">Compliance or regulatory changes, new rules, or deadlines<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"22\" data-aria-level=\"1\"><span data-contrast=\"none\">Other government-imposed deadlines<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"23\" data-aria-level=\"1\"><span data-contrast=\"none\">Elections<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"24\" data-aria-level=\"1\"><span data-contrast=\"none\">Retail selling seasons and holidays<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"25\" data-aria-level=\"1\"><span data-contrast=\"none\">Other seasonality-based factors<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"26\" data-aria-level=\"1\"><span data-contrast=\"none\">New product launches<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"27\" data-aria-level=\"1\"><span data-contrast=\"none\">New market entries<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"28\" data-aria-level=\"1\"><span data-contrast=\"none\">Marketing campaigns<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"29\" data-aria-level=\"1\"><span data-contrast=\"none\">Competitive campaigns<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"30\" data-aria-level=\"1\"><span data-contrast=\"none\">Implementation of a related or impacted program (e.g., new sales methodology, CRM system, etc.)<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"31\" data-aria-level=\"1\"><span data-contrast=\"none\">Prospect\u2019s internal key events (e.g., major company anniversary, annual picnic, etc.)<\/span><\/li>\n<li data-leveltext=\"\u2022\" data-font=\"Arial\" data-listid=\"56\" data-list-defn-props=\"{&quot;335552541&quot;:1,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769226&quot;:&quot;Arial&quot;,&quot;469769242&quot;:[8226],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;\u2022&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"32\" data-aria-level=\"1\"><span data-contrast=\"none\">Prospect\u2019s HR programs (e.g., enrollment periods, etc.)<\/span><\/li>\n<\/ul>\n<\/td>\n<\/tr>\n<\/tbody>\n<\/table>\n<p><span data-contrast=\"none\">I\u2019d suggest you collect a list of the most common Critical Dates that your prospects encounter.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Now, what happens if your prospect doesn\u2019t <\/span><i><span data-contrast=\"none\">have<\/span><\/i><span data-contrast=\"none\"> a Critical Date? The answer is, \u201cnothing!\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>The Number Three Reason for No Decision Outcomes<\/h2>\n<p><span data-contrast=\"none\">Here\u2019s a real-life dialog I remember from discussions with a prospect several years ago:<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cAre you ready to go ahead and complete your purchase?\u201d I asked.<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cWell,\u201d answered the prospect, \u201cI should, and I <\/span><i><span data-contrast=\"none\">want<\/span><\/i><span data-contrast=\"none\"> to, but\u2026\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cI\u2019m hearing some uncertainty,\u201d I offered. \u201cIsn\u2019t this an important project for you?\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cYes, it\u2019s <\/span><i><span data-contrast=\"none\">very<\/span><\/i><span data-contrast=\"none\"> important\u2026!\u201d was their reply.<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cAnd you know you\u2019re losing thousands of dollars every week with your current operation\u2026\u201d<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cI know \u2013 and it <\/span><i><span data-contrast=\"none\">kills<\/span><\/i><span data-contrast=\"none\"> me to know this\u2026\u201d the prospect admitted.<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cWell, is there any reason why you aren\u2019t able to complete this?\u201d I asked.<\/span><span data-ccp-props=\"{&quot;335559685&quot;:360}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cNo\u2026 But I just can\u2019t seem to make the decision, and I don\u2019t know why!\u201d was their frustrated response.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">People will live with the hell that they know <\/span><i><span data-contrast=\"none\">forever<\/span><\/i><span data-contrast=\"none\"> unless <\/span><a href=\"https:\/\/greatdemo.com\/avoiding-no-decision-outcomes\/\"><span data-contrast=\"none\">three criteria<\/span><\/a><span data-contrast=\"none\"> are satisfied:<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<ol>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"1\" data-aria-level=\"1\"><span data-contrast=\"none\">They have a <\/span><a href=\"https:\/\/greatdemo.com\/uncovering-critical-business-issues-what-why-and-how\/\"><span data-contrast=\"none\">Critical Business Issue<\/span><\/a><span data-contrast=\"none\">.<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"2\" data-aria-level=\"1\"><span data-contrast=\"none\">They see sufficient <\/span><a href=\"https:\/\/greatdemo.com\/lets-talk-about-value-uncovering-the-delta\/\"><span data-contrast=\"none\">value<\/span><\/a><span data-contrast=\"none\"> in making the change.<\/span><\/li>\n<li data-leveltext=\"%1.\" data-font=\"Calibri\" data-listid=\"58\" data-list-defn-props=\"{&quot;335552541&quot;:0,&quot;335559685&quot;:720,&quot;335559991&quot;:360,&quot;469769242&quot;:[65533,0],&quot;469777803&quot;:&quot;left&quot;,&quot;469777804&quot;:&quot;%1.&quot;,&quot;469777815&quot;:&quot;hybridMultilevel&quot;}\" aria-setsize=\"-1\" data-aria-posinset=\"3\" data-aria-level=\"1\"><span data-contrast=\"none\">They have a Critical Date that must be met!<\/span><\/li>\n<\/ol>\n<p><span data-contrast=\"none\">These are three main reasons that sales opportunities end as No Decision outcomes. A prospect\u2019s lack of a Critical Date is a leading indicator of a No Decision in progress!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>Yesterday?<\/h2>\n<p><span data-contrast=\"none\">Occasionally, you\u2019ll hear a prospect say, \u201cWe need it yesterday\u2026!\u201d Be cautious: If they really needed it yesterday why haven\u2019t they already implemented a solution?<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">\u201cYesterday\u201d is often a way of saying, \u201cYes, we need this, but we can continue with our existing situation for now\u2026\u201d and for the foreseeable future, perhaps, as well!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Probe and ask, \u201cWell, why <\/span><i><span data-contrast=\"none\">haven\u2019t<\/span><\/i><span data-contrast=\"none\"> you implemented a solution?\u201d The answer often reveals the lack of a real Critical Date.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<h2>A Summary and a Tip<\/h2>\n<p><span data-contrast=\"none\">&#8220;I love deadlines. I love the whooshing noise they make as they go by.&#8221;<\/span><span data-contrast=\"none\">\u00a0\u2013 Author Douglas Adams<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">When you were back in college or university, I\u2019m sure you were assigned papers to write, and the assignment <\/span><i><span data-contrast=\"none\">always<\/span><\/i><span data-contrast=\"none\"> included a due date. Here\u2019s an intriguing question: Would you have <\/span><i><span data-contrast=\"none\">written<\/span><\/i><span data-contrast=\"none\"> those papers if they <\/span><i><span data-contrast=\"none\">didn\u2019t<\/span><\/i><span data-contrast=\"none\"> have a due date? (For many of us the answer is, \u201cprobably not!\u201d)<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">The absence of a Critical date is a key indicator that this sales opportunity may not close this quarter, or the next, or the next\u2026 And attempting to close the business without your prospect having a Critical Date often results in unforced discounting.<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Critical Dates are easy to uncover, you just need to ask! \u201cIs there a date by when you need to have solution in place?\u201d And, if your prospect doesn\u2019t offer the driving force, ask for it. \u201cWhat\u2019s <\/span><i><span data-contrast=\"none\">causing<\/span><\/i><span data-contrast=\"none\"> the requirement to __ by __?\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">Here\u2019s a final tip. In some cases, you can suggest and precipitate a Critical Date when your prospect initially doesn\u2019t identify one. In my Great Demo! training business, I would ask if my prospect had an upcoming sales kickoff, QBR, or similar event. If so, I would suggest, \u201cYou can tie the training to that event. The team will all be together, much of the T&amp;E will already have been invested; you\u2019ll just need to add a night or two to the plan to accommodate the Workshop.\u201d<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-contrast=\"none\">This strategy has worked well, with many prospects responding, \u201cOh yeah, that\u2019s a great idea\u2026!\u201d They\u2019d often identify more advantages to the plan and timing. It was a mutually generated Critical Date!<\/span><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<p><span data-ccp-props=\"{}\">\u00a0<\/span><\/p>\n<hr \/>\n<p><span data-contrast=\"none\">Copyright \u00a9 2024 The Second Derivative \u2013 All Rights Reserved.<\/span><\/p>\n<p><span data-contrast=\"none\">To learn the methods introduced above, consider enrolling in a Great Demo! Doing Discovery or Demonstration Skills <\/span><a href=\"https:\/\/greatdemo.com\/training\/\"><span data-contrast=\"none\">Workshop<\/span><\/a><span data-contrast=\"none\">. For more demo and discovery tips, best practices, tools and techniques, explore our <\/span><a href=\"https:\/\/greatdemo.com\/learn\/books\/\"><span data-contrast=\"none\">books<\/span><\/a><span data-contrast=\"none\">, blog and articles on the Resources pages of our website at <\/span><a href=\"https:\/\/greatdemo.com\/\"><span data-contrast=\"none\">https:\/\/GreatDemo.com<\/span><\/a> <span data-contrast=\"none\">and join the <\/span><a href=\"https:\/\/www.linkedin.com\/groups\/2430414\/\" target=\"_blank\" rel=\"noopener\"><span data-contrast=\"none\">Great Demo! &amp; Doing Discovery LinkedIn Group<\/span><\/a><span data-contrast=\"none\"> to learn from others and share your experiences.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>\"\u00a1La Fecha Cr\u00edtica de su cliente potencial no es el final de su trimestre...!\" - Me \u00bfQu\u00e9 hay en este art\u00edculo para ti? Un di\u00e1logo de fin de trimestre Cubos de dinero<\/p>","protected":false},"author":2,"featured_media":36530,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"site-sidebar-layout":"default","site-content-layout":"","ast-site-content-layout":"default","site-content-style":"default","site-sidebar-style":"default","ast-global-header-display":"","ast-banner-title-visibility":"","ast-main-header-display":"","ast-hfb-above-header-display":"","ast-hfb-below-header-display":"","ast-hfb-mobile-header-display":"","site-post-title":"","ast-breadcrumbs-content":"","ast-featured-img":"","footer-sml-layout":"","ast-disable-related-posts":"","theme-transparent-header-meta":"default","adv-header-id-meta":"","stick-header-meta":"","header-above-stick-meta":"","header-main-stick-meta":"","header-below-stick-meta":"","astra-migrate-meta-layouts":"set","ast-page-background-enabled":"default","ast-page-background-meta":{"desktop":{"background-color":"var(--ast-global-color-4)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"ast-content-background-meta":{"desktop":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"tablet":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""},"mobile":{"background-color":"var(--ast-global-color-5)","background-image":"","background-repeat":"repeat","background-position":"center center","background-size":"auto","background-attachment":"scroll","background-type":"","background-media":"","overlay-type":"","overlay-color":"","overlay-opacity":"","overlay-gradient":""}},"footnotes":""},"categories":[10],"tags":[6],"class_list":["post-36522","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-methodology_basics","tag-articles"],"acf":[],"_links":{"self":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36522","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/comments?post=36522"}],"version-history":[{"count":1,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36522\/revisions"}],"predecessor-version":[{"id":36524,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/posts\/36522\/revisions\/36524"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media\/36530"}],"wp:attachment":[{"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/media?parent=36522"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/categories?post=36522"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/greatdemo.com\/es\/wp-json\/wp\/v2\/tags?post=36522"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}