Giddy Up: Don’t Let Winter Freeze Your Momentum
The air’s colder, inboxes quieter, and you’re hearing that classic December excuse: “Let’s circle back next year.”
That’s the moment when average reps slow down, and PRECISE reps double down. Because winter doesn’t mean stop. It means follow up.
Here’s the truth: Most deals don’t die in rejection. They die in neglect. Momentum freezes when you stop showing up. Top performers know that follow-up isn’t about pestering; it’s about presence.
Here’s how elite sellers keep the fire burning when everyone else hibernates:
Follow up with value, not volume. Don’t send another “just checking in.” Instead, send insight: an industry update, a quick win, or a case story that aligns with their goals. You’re reminding them you’re still thinking strategically, not desperately.
Stack micro-commitments. Big decisions feel heavier in December. Instead of pushing for a close, get agreement on small next steps: a planning call, a calendar hold, a review of scope. Movement—any movement—keeps the pipeline warm.
Revisit your “almosts.” That prospect who ghosted you in Q2? Their priorities might be shifting now. A simple, human check-in (“Still a focus for Q1?”) reopens more doors than a hundred new cold calls.
Be the rep who doesn’t disappear. When everyone else is coasting, consistency stands out. The first inbox they’ll open in January? The one that stayed professional, relevant, and consistent through the holidays.
Momentum isn’t seasonal. It’s intentional.
Final thought: The market slows down, but opportunity doesn’t freeze. It just waits for the seller who kept moving when everyone else stopped.
So tighten the reins, stay consistent, and giddy up. Because winter doesn’t slow the best… it sharpens them.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
