The Audible-Ready Sales Podcast The End of the Year mindset with John Boney
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Nov 11, 2025 John Boney, a sales effectiveness expert, shares crucial insights on mastering end-of-year selling strategies. He emphasizes the importance of intentional urgency tied to customer outcomes, rather than internal pressures. The conversation dives into pipeline segmentation, helping sellers classify deals into winnable, stretch, and next-year categories. Boney also warns against common mistakes like leading with discounts and ignoring procurement timelines. To reignite stalled accounts, he suggests using respectful breakup emails and valuable industry insights.
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Segment Pipeline And Block High-Impact Time
- Segment your pipeline into winnable, stretch, and next-year buckets to focus effort where it matters most.
- Block calendar time for high-impact activities and eliminate low-value distractions to execute with clarity and discipline.
Don't Lead With Discounts; Engage Procurement
- Avoid leading with discounts and instead sell against customer outcomes and value to preserve margin and credibility.
- Engage procurement and legal early and build relationships so they understand the business impact, not just price fights.
Procurement Shares The Customer Perspective
- Procurement and business users share the same customer but often lack alignment on outcomes and value.
- Building procurement relationships helps avoid price-only negotiations and accelerates complex deals.