Create legitimate urgency at quarter-end without fake discounts. Moves stalled deals to signature in the last 2 weeks of Q.
Legitimate urgency levers: implementation bandwidth ("We can only onboard 3 accounts in Q2, and 2 are already committed"), product roadmap milestones ("This pricing is locked until our Series C features launch in Q3"), or executive access ("I can get you 30 minutes with our VP of Product before end of month"). Avoid fake discounts — they train buyers to wait. The implementation bandwidth frame works especially well for enterprise deals where onboarding resources are genuinely constrained. Be honest — only use levers that are actually true.