For many of us in sales and relationship management, the end of the calendar year brings the end of our selling year. Some of us have made our numbers and some of us are still fighting to get there. The idea in this month's tip is to "end strong", bringing the year to an exciting and successful close.

One way to end strong is to close deals that are stuck in the funnel. There are many reasons deals get stuck (competing priorities, lack of sponsorship, organizational change, etc.), but it's up to us to get back in front of the decision maker, make our compelling case and gain priority for our recommendations. The IMPAX Closing Presentation can help us do just that. It follows IMPAX's "Them-Us-Fit-Action" flow and is designed to remind the decision maker that we have done our research, we understand what they are trying to accomplish, and that we are a company with the solutions and resources that can help drive strong business outcomes. If we are working with a sense of urgency to hit our targets, this presentation can create the powerful closing forum we need to bring in deals.

A second way to end strong is to set the stage for next year by conducting IMPAX Relationship Review Presentations with current customers in an attempt to identify qualified opportunities that build our pipeline. These presentations review the relationship, identifying the value created and suggesting additional ways to continue creating value in the future. These presentations build on the IMPAX belief that, "The best time to ask for a renewal or new opportunity to pursue is just after we have reviewed the value already created in the relationship." Working hard to deliver these presentations late in the year can help us identify opportunities that will set us up for success in the year ahead.