October isn’t just pumpkin spice season—it’s pipeline pressure season. Deals you source now are the ones that close before year-end. Miss October, and you’re likely starting Q1 behind. Here’s why now is the time to double down on your sales activity.
It Takes Time to Close
The average B2B deal cycle is 30–90 days. That means your October pipeline is your December revenue. If you’re waiting for a "hot lead," you’re too late. Use this month to focus on pipeline generation.
Prospects Are Planning Ahead
Budget owners are locking in year-end projects and finalizing next year’s spending. It’s a prime time to ask: “Is this something you want in place before the new year?”
Decision-Makers Are Still Around
Unlike late November or December, decision-makers are still fully engaged in October. Take advantage of that. Book calls. Send referrals. Reach out with value. Join them at their networking or association meetings. Offer to grab lunch or dinner. Engaging with decision-makers can happen outside of an Outlook invite.
October Sets the Tone for Q1
You don’t want to enter the new year flat. Even if your Q4 is solid, October is the time to plant seeds that turn into January momentum.
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