July 15: when the “oh crap” calls start. At this point, we all know how the first half of the year went. Instead of getting stuck in looking backward, how do you use this information to move forward? 

Late summer can feel like a bit of limbo.

I spent last Friday reviewing my reports and results, revisiting my pipeline, and checking in with dormant prospects. I asked myself the six questions below and feel clearer about what to do from now until Labor Day. I hope they’ll help you, too.

The first half of the year felt heavy. Personally, I’m behind on my sales plan after the nationwide Q1 recession freakout. I had to set down a couple of goals.

But you know what? A lot of things also went right. I signed new, ideal clients and renewed existing clients. This newsletter moved to a new platform and earned its first revenue. I knocked out the balance on my line of credit. My books are up to date and my taxes are filed. I saw my new baby niece twice. We survived all the skibidi tween-ness of third grade. 

It’s a moment to be hopeful. While you look for what needs to change, also give yourself credit for what you accomplished. Self high-five for closing the books regularly, saying no to opportunities that weren’t for you, being consistent in your sales efforts, checking off a couple of goals, or taking a summer vacation to recharge. 

What do I need to do now to support my 2024 goals?

Obviously, I need to step it up on sales. I’ve started a substantial operations project that will support our hectic fall 2025 planning period and annual renewals. I am networking to rebuild my team by the end of the year. The groundwork is happening right now. 

Also, I need sleep and a few days off, or the fall will turn ugly.

What things need to happen now to set up your goals? What do you need for yourself? Sketch out the path in two to four interim steps.

Is my pipeline healthy?

If you work with me, you know I’m going to ask. Your pipeline is a summary of qualified sales conversations, meaning you know who you’re working with at the client or company, have a range of value for the deal, and a sense of when the deal could close. 

If you’re feeling good about your industry, the economy, and your progress toward your sales goals, build your pipeline to double (2X) your remaining sales goal. 

If you’re new to sales, are in an uncertain industry, or feel like things are tenuous, aim for a pipeline of 3X-5X your remaining goal. 

When do my customers / clients plan for next year? 

Are you waiting to ask until after summer? The late July check-in is vastly underrated. A simple note saying, “Hey, I was thinking about you. Is this a good time to catch up?” invites all the answers you need. You might be surprised how many people are open to chat, or will give you specific instructions about what to do next. This information will inform your pipeline and help you figure out where you have gaps over the next 6-12 months.

What research, information, and decisions do I need for 2025 planning? 

I outlined two growth opportunities I want to understand better before my planning day. (Yes, they will show up in future newsletters.) Have you thought about where you’re going next? Are there any trends in your industry that you want to research? Will you attend a retreat or conference that informs your thinking? What has changed about what you want your job to be? Create space to think about these things before you sit down to plan. 

When should I plan?

I blocked out a full day in late September for my own offsite, because the bulk of my new business and renewals come in after October 15. If you have corporate customers using a calendar year, they may be asked for annual budgets as early as right now. Most will start between late September and Thanksgiving. Update your offerings and product sheets and figure out your sales plan. You will be ready to contact folks proactively and get included in their budgets. 

You know I love a time block. When will you do your planning? Put it in your calendar. 

If you’re not able to take on six questions right now, start with celebrating your wins and checking your pipeline. Celebrating will put you in a positive state of mind, and a healthy sales pipeline will give you space and money to tackle the other questions. 

August’s AMA will be all about planning and the questions above. Mark your calendar for Thursday, August 8th at 10 am PT. Submit your questions here and use the link below to add the August AMA to your calendar.

Add AMA’s to your calendar

AppleGoogleOffice 365OutlookOutlook.com

Media Kit 

Speaking of celebrating, this week, I’m putting down the press mentions to celebrate clients and friends. 

Five secrets of negotiation. Take 15 minutes to check out Alex Carter’s TEDx talk with five tips for being a better negotiator. The same tips apply whether you’re trying to get your kid to clean their room or sorting out a UN ceasefire.  If you enjoy Alex’s tips, get her free 7-day guide to negotiate anything at AlexCarterAsks.com. 

An open conversation about menopause. I know many of you have had difficulty finding trusted medical advice about perimenopause and menopause. My own LA-based OB/GYN, Dr. Alyssa Quimby, will be hosting a community talk on all things menopause on August 19 at 1 PM Pacific. Free registration is required and the recording will be shared. If you’re watching at work, grab some headphones; parts and conditions will be properly named.

A spicy beach read. Once again, I underestimated my ability to put down a Katherine St. John novel. Her fourth book, published as Katherine Wood, is Ladykiller, about a lawyer unraveling the disappearance of her heiress bestie in the Greek islands. 

Upgrade your Olympic soccer experience. If you, like me, have blocked your calendar for three weeks of US Women’s National Team Olympic soccer (starting tomorrow, July 25 at 12 PM PT), but find the commentary a little bleh, check out the Expected Own Goals podcast and live watchalongs (with Patreon membership) from Evan Davis and Eric Morgan. Expected Own Goals covers women’s pro soccer from a tactics and analytics perspective.