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We're entering the final quarter of the year.
Start strong, stay positive, and get those deals closed before it turns into OOO season, Christmas chaos, and “let’s move this to January.”
🎯 Do you need the Q4 reality check?
October is where deals either accelerate… or they slowly quietly stall and move to the new year.
Most common blockers:
- Blind spots in active deals
- Ghosted stakeholders
- Missed buying signals
- Slow follow-up at the wrong moment
- “Let’s revisit in Q1” doom-talk - the worst
🏁 But why does Q4 matter more than any other quarter?
- Buyer behaviour shifts. Decision-makers start juggling budgets, holidays, and 2026 planning - which means urgency can work for you or against you.
- Momentum carries forward. Close strong, and you ride confidence into Q1.
⏰ So get on it early - before OOO season
One of the biggest mistakes reps make is waiting until late November to push deals. By then, calendars are full, execs are “traveling,” and everyone's starting to get into the Christmas spirit.
👉 October is your moment. This is when buyers are still focused, budgets are being finalised, and stakeholders are most accessible. Deals that don’t move in October risk sliding into Q1 purgatory.
⚡ Quick tips for AEs
- Build urgency around outcomes, not timelines. Don’t say “let’s wrap before year-end.” Say,
“Implementing this in Q4 means you’re live by Q1 - avoiding another lost planning cycle.”
2. Shorten cycles with clear actions. Every touchpoint should end with a committed next step. Don't be vague with “let’s reconnect”. Keep your mutual action plan mutual.
3. Re-prioritise ruthlessly. Not every deal will land this year. Focus where there’s real intent and access, and stop spending time on “maybe” deals that will never beat the clock.
📊 Tips for sales leaders
- Plan coverage gaps. Anticipate buyer OOO schedules and adjust deal strategies now, not in December.
- Keep morale up. Q4 is stressful. Recognise wins, even incremental ones - to keep energy high. ⬅️ Really important one.
🚀 Pro trumpet tip - we have an announcement this week
At trumpet we just dropped something big: Casey AI - the first deal and engagement coach that lives inside your Digital Sales Rooms.
It doesn't wait for you to look at dashboards. It doesn't send you more reports to ignore. It watches deal activity as it happens and tells you what to do next.
Here’s what Casey gives you in the run-up to year end:
✅ Live stall-risk alerts (not when it’s too late)
✅ Deal health snapshots
✅ Next-step guidance based on actual engagement
✅ Heat signals to see who’s leaning in and who’s silent
✅ Play-by-play coaching while the deal is still winnable
It’s like having a CRO, a RevOps analyst, and a mind reader in your pocket.
AI isn’t here to replace your selling - it never will but it’s here to remove the risk of not selling.
It’s the difference between:
❌ “I think we’re good on this one.”
✅ “Procurement hasn’t opened anything in 10 days - reach out to Sarah in Ops now.”
Your pipeline is ticking. There are 90-ish days left to make noise, close revenue, and go into December smug.
Let’s make it count.
For all things Digital Sales Rooms, book a quick call with our awesome Account Executives:
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