Close Out 2023 Strong: The Essential Guide to Quick Wins for Early-Stage B2Bs

As we approach the last quarter of 2023, we recognize the unique challenges that early-stage B2B companies face, especially when it comes to hitting those ever-elusive KPIs. Whether you’re a founder or a CMO, your plate is already overflowing with tasks ranging from product development to employee management.

And then, there’s the elephant in the room: meeting year-end sales and marketing goals. With this blog, we aim to provide you with a concrete, action-oriented plan that focuses on quick wins, so you can finish 2023 stronger than ever. Because if there’s one thing we know, it’s that every second counts when you’re racing against the year-end clock.

1️⃣ Sharpen Your Targeting—Focus on the Ready-to-Buy

Why It’s Crucial

Missing the mark in targeting is just flushing your budget down the drain. The tighter your focus, the higher the ROI. Focus on the folks in your funnel already in “decision mode”.

How to Do It

• Re-Engage Open Leads: For example, if you’re in the business of SaaS for healthcare, it’s likely you have pending conversations with administrators or healthcare providers. Reach out to them and mention the new feature that directly caters to a problem they had expressed earlier.

? Pro Tip: Use a CRM to automate follow-ups and track engagement. Make sure the message is personalized. (Here’s HubSpot’s advice on how to do that in their CRM).

• Spot the Hyper-Engaged: Take note of the people who are engaging with your LinkedIn posts, Twitter updates, or regular newsletters.

? Pro Tip: Use LinkedIn analytics to track engagement and use Direct Messages to reach out with a soft sell.

Real-Life Example

A SaaS provider of ours in the logistics sector revisited their pending leads with a focused message around Q4 budget spend, capturing a 20% increase in close rate within a month.

2️⃣ Skip the Fluff—Drive Sales Intent, Not Just Brand Love

Why It’s Crucial

With limited time and resources, you can’t afford to focus on activities that don’t convert. Save brand awareness investment for next year.

How to Do It

• Host Decision-Driving Webinars: For instance, if you sell recruitment software, a webinar titled “How to Streamline Your Hiring Before Year-End” can attract HR managers desperate to close positions before 2024.

? Pro Tip: Use the webinar to showcase your software in action, addressing problems in real time. (Here’s our guide on building successful webinars).

• Deliver Conversion-Oriented Content: Content pieces like ‘7 Reasons Why Our Software Beats Competitors’ are straightforward but incredibly effective.

? Pro Tip: Use A/B testing to fine-tune your CTAs and increase conversion rates.

Real-Life Example

A cloud-based inventory management service we advised switched from general topics in their webinars to specifics like ‘Managing Holiday Inventory Efficiently’ in Q4. They reported a 30% hike in trials and a 15% increase in conversions.

3️⃣ Upgrade Your Conversion Playbook—Incentivize, Incentivize, Incentivize

Why It’s Crucial

Q4 is when budgets get spent. Your prospects are looking to make purchasing decisions; make it easier for them.

How to Do It

• Roll Out Exclusive Bundles: Package your core product with add-ons at a reduced price.

? Pro Tip: Highlight the savings they get from the bundled pricing prominently in your marketing material.

• Unlock Early Access: For example, if you plan to launch a new analytics dashboard in Q1 2024, give your Q4 customers early access to it.

? Pro Tip: Use this as an upsell opportunity to move them onto annual contracts.

• Boost Referrals: Offer a free month of service for every successful referral.

? Pro Tip: Use automated emails to remind your customer base of the referral program.

Real-Life Example

We worked with an e-learning platform that offered course bundles along with a free consultation session as a Q4 special. The result? A 40% uptick in course sign-ups and a new revenue line from consultation services.

Takeaway: Your Time Is Now + Quick Win Plan Template

Navigating the turbulent waters of Q4 doesn’t have to be a Herculean task. A focused, pragmatic approach can make all the difference, helping you secure those quick wins and ease into 2024 with momentum on your side.

Simply make sure that:

✅ You’re speaking to the hottest audience (hot leads, that is).

✅ Offering decision-making content geared toward their stage in the buyer’s journey and their pain points. (Read this for more insights).

✅ Incentivizing them to buy now!

You’ve got this!

Quick Win Plan Template