As the dust settles from mid-year reviews and annual planning feels far away, Q3 often slips into a strange limbo for sales teams.
It’s not the frantic close of Q4.
It’s not the fresh start of Q1.
It’s not the high-energy push of Q2.
It’s quiet. Slower. Sometimes, a little disorganized. Which is exactly why it’s the most overlooked opportunity in the sales year.
At Volkart May, we work with sales and marketing leaders across B2B and healthcare industries who are under pressure to meet year-end targets. And we’ve seen one pattern hold true: what you do in Q3 determines how strong your Q4 really is.
Here’s why you shouldn’t sleep on this quarter—and what you can do right now to make it count.
Q3 Is the Foundation for Q4 Wins
By the time Q4 rolls around, it’s too late to build pipeline from scratch. You’re in closing mode. You’re battling end-of-year distractions. And your prospects are juggling budget deadlines, board approvals, and holiday schedules.
If your sales cycle is 30, 60, or 90 days long (or longer), your Q4 revenue depends on the outreach you do in Q3.
Fail to fill your funnel now? You’ll be scrambling in November—and likely missing your number in December.
Summer Slowdown Is Real—But It’s Also an Opportunity
Yes, it’s true: August can be quiet. People take vacations. Response rates dip. But here’s the flip side—less competition.
When everyone else pulls back, you show up.
When others delay follow-up until September, you follow through.
When your competitors assume it’s “too slow” to sell, you build relationships.
Outreach during Q3 doesn’t have to lead to immediate closes. It’s about momentum—getting conversations started now that can convert later.
What to Prioritize in Q3 (That Future-You Will Thank You For)
If you want Q3 to pay off, don’t treat it like a throwaway quarter. Use it to double down on what will make the biggest difference come Q4:
1. Reignite Stalled Opportunities
Go back to deals that paused in Q1 or Q2. New budget? New priorities? New contact? Q3 is the perfect time to re-engage.
2. Reevaluate Your Lead Sources
Where are your leads really coming from? Which ones convert? If marketing and sales are misaligned, Q3 is the time to fix it—not when you’re trying to close revenue under pressure.
3. Outsource the Top of the Funnel
If your team is overwhelmed or understaffed, don’t let outreach stall. At Volkart May, we support teams by qualifying leads, booking meetings, and keeping pipelines full—so your reps stay focused on closing.
4. Set a “Pipeline Health” Goal
Instead of just a revenue goal, create a Q3 objective focused on pipeline velocity: number of new qualified opportunities, reduced time in early stages, or increasing conversion from MQL to SQL.
Q3 Is Quiet—Until It Isn’t
By the time Labor Day hits, everything speeds up. Sales teams race to hit quota. Marketing scrambles to prove ROI. Leadership expects a strong finish.
If your pipeline is light heading into Q4, you’ll feel it. But if you’ve spent Q3 laying the groundwork? You’ll be ready. This is your moment to reset, refocus, and rebuild.
Why Outsourcing Lead Gen Delivers Measurable Returns
Recent industry benchmarks make a compelling case for outsourcing lead generation. Companies report up to 43% better outcomes compared to in-house efforts, which can translate into as much as 200% ROI through strategic, multi-channel outreach. One case study even found that inbound leads converted into qualified opportunities significantly faster—reducing sales cycle length by 27% after engaging an external team.
In addition, using specialized agencies often costs 50% less than building and maintaining an internal SDR team, while still delivering higher quality conversations and filling calendars with warm leads. Collectively, these metrics underscore that outsourcing isn’t just cost-efficient—it’s a smart investment in pipeline velocity and sales effectiveness.
Let’s Make Q3 Your Competitive Advantage
At Volkart May, we specialize in helping B2B and healthcare companies stay proactive—even during slower seasons.
- We’re your outreach team when your in-house reps are at capacity.
- We’re your pipeline builder when internal priorities shift.
- We’re the partner that helps you turn Q3 into a launchpad, not a lull.
Let’s talk about how we can help you finish the year strong.
Book a conversation