It’s the final run home for 2025. Johnny Lee and Rachael Valtwies map out a practical 10–12 week “fight camp” to finish the year strong and set up January for momentum. From setting your finish line to tightening daily rhythms, they cover how to stay intense (not frantic), create urgency without pressure, and avoid the end-of-year fade that costs deals now and pipeline later.

What We Cover

• Why “sprint windows” (10–12 weeks) work—and how to use them.
• The daily/weekly actions that compound into a strong year-end.
• Referral language that invites more work (and what shuts it down).
• How to balance closing now with building January’s starting line.
• Tactics to reignite stalled deals and counter “deal fatigue.”
• Team cadence for leaders: goals, visibility, and constructive pressure.

Key Takeaways:

• Set your finish line Decide exactly where you want to be by your break (work and life), and how you want the first weeks of January to look. Work backwards to the actions required.
• Focus on the 80% Double down on the basics that move the needle: speak to enough of the right people, follow up with rhythm, nurture consistently, and lift conversation quality.
• Be “open for business” (referrals) Stop signalling “flat out”. Use confident, capacity-positive language and ask for introductions from your warmest sources. Small tone shifts change referral flow.
• Pipeline reality check Split deals into: close before Christmas vs stage for early Jan. Prioritise by readiness, value, and next clear step. Track nurture in your diary—don’t wing it.
• Create constructive urgency Your speed, tone, and conviction matter. Turn things around fast, ask for specific next steps, and let your belief show. Urgency starts with you.
• Know the driver Objections and delays often mask a core driver (risk, timing, capacity, emotion). Uncover it; the path forward becomes obvious and trust increases.
• Leaders: model intensity + accountability Set personal goals with the team, live the sprint yourself, and hold regular check-ins on commitments. Make it structured, supportive—and a bit fun.
• January isn’t a write-off Many clients are reachable. Book now for early-year meetings, offsites, and reviews so you hit the ground running (not warming up).

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

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For many salespeople, the words role play can spark discomfort. But when done well, it’s one of the most effective ways to build confidence, sharpen skills, and prepare for the moments that really matter.

In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies break down the role of practice in sales. From quick five-minute run-throughs before a call to team-based practice on objection handling, practice creates the muscle memory that ensures clarity under pressure.

Johnny and Rachael share stories from the field, tips for structuring role-plays, and the dos and don’ts of feedback to ensure you’re building confidence, not breaking it.

Key Takeaways:

• Practice before it counts. If you’re not practising with colleagues, you’re practising on clients. Role play shifts mistakes into safe spaces.
• It doesn’t need to be an event. Even a three-minute practice session with feedback can significantly improve performance across an entire team.
• Consistency beats intensity. A short role play every week will deliver far more value than one-off, high-pressure sessions.
• Practice makes permanent. Confidence comes from rehearsing the right behaviours until they become second nature.
• Leaders set the tone. When leaders join in and go first, they normalise role play and create a safe environment for their teams.
• Feedback builds confidence. Focus on strengths first, then one or two areas to improve. Feedback should feel like support with actionable takeaways, not personalised criticism.
• Role play for real scenarios. Objection handling, pitch openings, and key conversations are perfect practice grounds.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn

Follow EnableIQ on LinkedIn

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

In this episode of Psyche of Sales: Snapshots, Johnny Lee and Rachael Valtwies explore a sales skill that’s often misunderstood, undervalued, and yet completely foundational: rapport building.

Drawing on years of experience in live pitches, client conversations, and coaching sessions, they unpack what genuine rapport looks like, how to build it quickly and meaningfully, and why it’s not just about being ‘likeable’ or making small talk.

This episode covers the basics for those getting started or brushing up, but also explores the nuances of separating friendship from business.

Key Takeaways:

• Rapport is not surface-level charm: it’s about creating safety and trust, so clients share what matters, not just polite answers.
• Sales processes aren’t linear: in the real world, rapport doesn’t always come first. Sometimes you build it mid-meeting or even in the last few minutes.
• Tailor your approach to business styles: understanding stakeholder types (driver, analytical, amiable, expressive) helps you adapt tone, pace, and delivery to build a faster connection.
• Don’t underestimate small talk: curiosity and interest matter. Building rapport often begins with asking the right questions, rather than saying the right thing.
• Preparation helps, but presence matters more: you can’t fake a genuine connection. It comes from being present, observing body language, and actively listening in the moment.
• Practice is key: like any skill, rapport can be developed and refined through training. Role-play conversations, reflect on what works, and rehearse building a connection until it feels natural.
• Be warm. Be interested. Be real: people buy from those they trust, and trust starts with how you show up.

About Psyche of Sales: Snapshots

This short-form segment is designed to run regularly alongside the Psyche of Sales long-form interviews, offering fast, focused episodes that unpack the real conversations happening inside sales teams. Each Snapshot episode draws on live client work and field experience, spotlighting one core topic, challenge, or skill — all in under 20 minutes. These episodes are designed to provide you with insights you can apply immediately, regardless of your industry or level of experience.

Follow Johnny Lee on LinkedIn

Follow Rachael Valtwies on LinkedIn