End-of-Year Tactics to Close More Deals with James Buckley at Sell Better

Welcome Back to the Show!

​In this episode of Creating Distance, we highlight Tom Alaimo’s recent appearance on the Sell Better Daily Sales Show with host James Buckley. Together, they unpack the realities of selling in December, challenging common Q4 myths - especially the notion that reps can magically “create” urgency with discounts or arbitrary year-end deadlines. Instead, they focus on how top performers uncover genuine urgency, align with the buyer’s priorities, and protect their own time amid the chaos of Q4.

Tom breaks down why qualification and prioritization are December’s most critical skills. He explains how to front-load tough discovery questions, identify true critical events, and decide which deals deserve attention now versus next quarter. Listeners will also learn the exact language to match the buyer’s urgency, whether a prospect needs to move fast before year-end or is just starting to explore solutions for Q1 and beyond.

The conversation dives into the difference between pressure and partnership in closing. Rather than pushing prospects with fake urgency, Tom shows how great sellers act as guides, reading signals on discovery calls, accelerating when speed benefits the buyer, and slowing down when a deal isn’t genuinely time-sensitive.

Finally, they tackle one of sales’ toughest challenges: staying persistent and organized with follow-up. Drawing on call data insights, they reveal that deals often die not from lack of time, but from lost momentum. Long communication gaps frequently signal deeper issues with timing, interest, or stakeholder alignment. Tom shares how he diagnoses stalled deals, revisits call recordings, and asks himself sharp questions like: “Is there real urgency? Am I talking to the right person?”

This episode is packed with practical, end‑of‑year tactics for SDRs, AEs, and sales leaders who want to close strong in Q4 while setting themselves up for a stellar Q1.

Thanks again to Sell Better Show for allowing me to join them on December 8th!

Be sure to check out Sell Better Show’s LinkedIn:   / sellbetterxyz  .

Until next time!

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