Have you ever noticed how people become more serious at the beginning of September? Gone are the lazy days of summer and in front of us are four months before year-end. People develop what I call the “back-to-school mentality.” I see it as much among adults as I do among students. In the corporate world, vacations are finished, meetings that didn’t happen over the summer are now on the calendar and decisions are being made.

Why are corporate people more serious during the last four months of the year? Here are a few reasons. Executive decision makers have until year-end to make things happen before their reviews. Not only do they need to complete initiatives on their list to receive bonuses and great scores, but also, those looking for promotions must showcase themselves to management. Further, many decision-makers have to use their annual budgets before they lose their annual budgets.

What does this mean for business owners and salespeople? Opportunity! Below are five ways captured sales opportunities while helping corporate decision-makers achieve their goals.