Q4 is here. A kind reminder about what you do now shows up in January.

Every year I hear the same thing in February. "January was dead, nobody was buying." We looked into this for a piece on sales seasonality, and the pattern is pretty clear.
January and February aren't hard because people don't buy. They're hard because almost nobody created new pipeline in the second half of December. The slow months are an echo of the weeks when nobody was reaching out. One thing that surprised me. If you assume a buying committee of 13 people with normal holidays, the whole group is available together in only about 35% of regular weeks. Around holidays it drops much lower. So the window to actually get everyone in a room is smaller than it feels.

A simple check that changed how I look at it. Plot your pipeline by the date deals were created, not the date they closed. The "January gap" usually moves back to December.
How are you planning the next 10 weeks? Are you pushing harder now, or do you have a different way of keeping January alive?