John Boney

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.