If you work in a B2B SaaS company, you know that across the board, Q4 is always the biggest sales quarter of the year. Q4 is where the magic happens – prospects are geared up and ready to buy, to capitalize on extra end of year budget and set themselves and their teams up to have the right tools moving into the new year.
With the end of year being the busiest buying season, it then also in turn becomes the heaviest renewal period for Customer Success teams. This can be a stressful time, but if you’re prepared for it ahead of time, and have a plan of action, you can blow Q4 out of the water.
Here’s six things Customer Success Managers should start doing today to make Q4 their strongest quarter yet and close out the year strong.
1.) Set A Goal for the Quarter
If you fail to set a goal regarding your Q4 renewal efforts, it’s going to be a lot harder to make it a great quarter. You should be very clear about what you want to achieve. If you decide you want to hit 98% renewed revenue and a certain revenue amount in upsells, commit to doing the necessary activities to reach that number. In order to be pushing towards these goals you will want to diligently track your progress against these metrics throughout the quarter.