Cookie Preference Centre

Your Privacy
Strictly Necessary Cookies
Performance Cookies
Functional Cookies
Targeting Cookies

Your Privacy

When you visit any web site, it may store or retrieve information on your browser, mostly in the form of cookies. This information might be about you, your preferences, your device or used to make the site work as you expect it to. The information does not usually identify you directly, but it can give you a more personalized web experience. You can choose not to allow some types of cookies. Click on the different category headings to find out more and change our default settings. However, you should know that blocking some types of cookies may impact your experience on the site and the services we are able to offer.

Strictly Necessary Cookies

These cookies are necessary for the website to function and cannot be switched off in our systems. They are usually only set in response to actions made by you which amount to a request for services, such as setting your privacy preferences, logging in or filling in forms. You can set your browser to block or alert you about these cookies, but some parts of the site may not work then.

Cookies used

Performance Cookies

These cookies allow us to count visits and traffic sources, so we can measure and improve the performance of our site. They help us know which pages are the most and least popular and see how visitors move around the site. All information these cookies collect is aggregated and therefore anonymous. If you do not allow these cookies, we will not know when you have visited our site.

Cookies used

Google Analytics

Functional Cookies

These cookies allow the provision of enhance functionality and personalization, such as videos and live chats. They may be set by us or by third party providers whose services we have added to our pages. If you do not allow these cookies, then some or all of these functionalities may not function properly.

Cookies used




Targeting Cookies

These cookies are set through our site by our advertising partners. They may be used by those companies to build a profile of your interests and show you relevant ads on other sites. They work by uniquely identifying your browser and device. If you do not allow these cookies, you will not experience our targeted advertising across different websites.

Cookies used


This site uses cookies and other tracking technologies to assist with navigation and your ability to provide feedback, analyse your use of our products and services, assist with our promotional and marketing efforts, and provide content from third parties


Upcoming Events


How To Enter the 2020 Members' Choice Awards - For Vendors




Sales Trends 2016: 4th Quarter is the New 1st Quarter - Intelliverse - Blog

Sales Trends 2016: 4th Quarter is the New 1st Quarter

The 4th quarter is always a busy time of year with the hubbub of the holidays, travel, parties and events. In the sales industry, it is also often a year-end push to meet quarterly or annual sales targets, frequently made even more difficult with prospects and customers themselves immersed in year-end activities. In today’s competitive, fast paced sales environment with empowered buyers and lengthened purchase and sales cycles, actions taken in the 4th quarter are also determinative of incoming 1st quarter results and outcomes. The environment requires planning, preparation and balance on the part of sales, keeping an eye toward the upcoming, new 1st quarter even while accelerating sales in the 4th.

• The New Paradigm – the Empowered Buyer

The digital information age and the Internet have created a new paradigm in both business-to-business and consumers’ sales: the buyer-empowered world. Information is easily available and accessible. Buyers are more independent in the exploration process with less reliance on sellers for information, creating a very competitive sales environment. Some estimates are that on average, business-to-business buyers have done 57% of their due diligence work before engaging a sales representative.

• The Lengthened Sales Cycle

The buyer-empowered word has prompted extensive movement toward inbound sales and lengthened the purchase and sales cycle. Buyers are bombarded with information and offers, and are educated and demanding. Sellers must compete for their attention. This requires getting in front of prospects and keeping them engaged until they are ready to make the purchase decision. Sales personnel must align their selling efforts to the buyer’s journey; personalize interactions so they are relevant and meaningful; build trust, acting as an advisor to assist in solving problems, preparing for trends or otherwise help a prospect reach the purchase decision; and enhance the overall customer experience

• Risks of Trying to Accelerate 4th Quarter Sales

In general, sales organizations are continuously trying to shorten the sales cycle and accelerate sales, being more responsive, reacting more quickly, and using sales acceleration tools to automate processes. However, there are risks given the current paradigm of the empowered buyer and competitive sales environment.

A salesperson needs to understand where a prospect is in the buying decision path and respond appropriately, keeping and enhancing the prospect’s trust. Too much push on a prospect not ready or unable to make the purchase decision may be not only counterproductive, but also generate a negative reaction, turn the prospect off and negate previous efforts and engagement.

• Budget, Preparation and Planning

In business-to business sales environments, the 4th quarter is frequently the time when a business prepares and plans budgets for the next year. A sales team that has aligned its efforts with a prospective buyer’s path and developed a trusted relationship with meaningful and personalized engagement is in a much better position to have its products or services included in budgets for the next year.

In the hectic end of the year with the revelry of the holidays, sales people face the final push to meet quarterly and annual sales targets. However, the 4th quarter means more than just accelerating sales to reach year-end numbers. It also requires continuing efforts to keep prospects engaged for future purchases. A salesperson that ignores 4th quarter prospects not yet in the final stage of the purchase decision puts upcoming 1st quarter results in peril.


Publish Date: January 11, 2016 5:00 AM

2020 Buyers Guide Recruitment Products/Services


HireTrax, MainTrax's standalone pre-hire virtual interviewing solution, automatically analyzes the behavioral characteristics found in each candidate's VOICE to help you select reps better suited for the specific job at hand. After all, agents speak with your customers for hours each day so it's vital they possess the behavioral characteristics and personality traits necessary to be successful. By picking those with tendencies of empathy and positive behavioral traits, you'll have a higher caliber of candidates who will perform better on the job and stay.
PH: 612-817-4090

Orion Learning Services Inc.

Assessments for Recruitment, Talent Management, Succession Planning
Looking for assessment tools to help you recruit faster, better and more accurately?

Orion Learning offers a full suite of assessment tools designed to target and report on candidate potential. Our tools are used for recruitment, talent management, succession planning and coaching/mentoring. All of the tools are delivered online and the reports are available online and will provide you with an amazing view of the candidate/individual's potential, interview questions, coaching/mentoring steps and much more.

If you're looking to find the candidate/individual with the highest potential, call Orion today!
PH: 1-416-992-5158

TactiCall Recruitment Services

TactiCall Recruitment Services
Permanent Placement
Temporary / Labour Hire / Contingent and Contract Hire
Recruitment Consulting Services
Assessment Centre Design and Facilitation
PH: 07 3831 6333

View more from Intelliverse

Recent Blog Posts:
What’s your Sales Style?September 20, 2016 5:00 AM
How to Motivate your Under-Performing Sales PeopleSeptember 2, 2016 5:00 AM
How to Become an Expert in Your Industry (and close more sales)August 24, 2016 5:00 AM
How to Simplify Your Sales MessageAugust 9, 2016 5:00 AM
How to Recognize Your Millennial Sales TeamAugust 3, 2016 5:00 AM
5 Steps for Identifying Sales KPIs That MatterJuly 28, 2016 5:00 AM
Follow Up Emails After Initial Contact [2 Templates]July 26, 2016 5:00 AM
How to Gain Trust of a Prospect During Your First ContactJuly 19, 2016 5:00 AM
You Should Reach Out to How Many People During The Sales Process?July 7, 2016 5:00 AM
5 KPIs Every Sales Team Should be Keeping Track OfJune 28, 2016 5:00 AM
Submit Event

Upcoming Events

15th annual Best Practice Conference - this is the contact center world's most highly rated event - a whopping 100% of delegates say they would recommend it!

100's of best practice tips and ideas from contact center professionals Read More...

Latest Americas Newsletter
both ids empty
session userid =
session UserTempID =
session adminlevel =
session blnTempHelpChatShow =
session cookie set = True
session page-view-total =
session page-view-total =
applicaiton blnAwardsClosed =
session blnCompletedAwardInterestPopup =
session blnCheckNewsletterInterestPopup =
session blnCompletedNewsletterInterestPopup =