This question is starting to come up more and more – “Should I Stop B2B Outreach in December?””

There’s a common belief that December is a “dead month” for sales outreach.

Many professionals consider pausing their B2B outreach in December, thinking it’s not worth the effort.

You might even be thinking: “Let’s chill until Christmas and get a fresh start in January after a timeout.”

But here’s the truth: December can be one of your best months for B2B outreach on LinkedIn.

[If you’re not already leveraging LinkedIn for lead generation, you’re missing out on crucial opportunities. Learn more about how to get business sales leads from LinkedIn in our comprehensive guide.]

In fact, based on 2023 data, 2 out of 3 clients saw more handraisers in December than their yearly average—with significant increases ranging from 40% to 75%, average + 58% increase 

B2B outreach in December Image showing that 2 out of 3 clients saw more handraisers in December than their yearly average
B2B outreach in December stats

To put that simply- December is an above-average month to get handraisers! 

Let’s look at some specific numbers:

  • Brian’s monthly average was 9.8 handraisers, but in December, it jumped to 17.
  • Garrett averaged 12.5 handraisers per month but hit 18 in December.

Chris L. started his campaigns just before Thanksgiving and had 61 people booking calls before January 1.

Why Does December Work So Well?

It’s all about the psychology of the season. 

While people hate being sold to, they love buying.

And people are all on deadline to get gifts bought now. Half of U.S consumers leave most of their shopping for December (aka a buying frenzy). 

There is no reason why you cannot include your products/services into this buying state they are already in. 

Also, during this time of year, your audience is naturally more open to conversations because they’re reflecting on their goals and planning for the year ahead.

People looking for results or solutions are actively seeking them now—and that means more opportunities for you.

How to Maximize Your December Outreach

Instead of pausing everything, capitalize on the momentum at the start of the month and plan for a well-deserved break closer to the holidays.

Here’s how to strike the right balance:

DO pause campaigns on actual holiday days.
Nobody wants to hear from you on Christmas morning.

DO still send 200 connection requests per week.
Stay consistent with your outreach to keep building your pipeline. Just change your settings to be more on non-holiday days of the holiday weeks.

DO follow up with your unresponsive connections.
Send another message to people who haven’t responded to your initial outreach. 

If you have a time-sensitive offer, low-ticket service, or event, now’s the time to mention it.

DO position your outreach to schedule future meetings.
Frame your messaging in a way that allows people to book calls for January. 

This way, you log back in after the holidays with a full calendar and a pipeline ready to convert.

Don’t Let December Be a Missed Opportunity

The end of the year isn’t just downtime—it’s prime time to set yourself up for success in 2025.

By taking consistent action now, you’ll close the year strong and hit the ground running in January—while everyone else is scrambling to restart their outreach.

[Want to know what sets top performers apart? Check out what our most successful B2B clients are doing on LinkedIn to achieve exceptional results.]