The Sales Acceleration Code™: The ABCs of Sales and Success
As we move into the final stretch of 2025 and the holidays, some of us may take our foot off the accelerator, and say 'the year is over, why bother?' Others say, 'I will focus and finish the year strong' and accelerate to make 2025 their best year yet. Where do you stand? I am always supportive of taking time off and spending this time the year with family, friends, and those who mean the most to us. And, lets not 'give up' because 2025 was a tough year, and start 2026 with a negative mindset.
As we close out 2025 and step into 2026, it’s the perfect time to reflect and ask 'what did I do that worked,' and 'what can I do different now, into 2026?' This is the perfect time to return to fundamentals thataccelerateresults. In sales and business development, complexity often slows momentum. The fastest path forward? Mastering the ABCs of Sales and Success.
A – Ask More Questions
High performers don’t rush to pitch—they seek to understand. Asking thoughtful, strategic questions uncovers real needs, builds trust, and positions you as a partner, not a vendor.
Tips:
Prepare curiosity-based questions before every conversation
Ask follow-up questions that deepen understanding
Listen to learn, not to respond
If a customer or co-worker is negative, we can always get curious and ask 'I wonder what else could be going on with them.' It is never about us, it is most often about them
Common Mistakes:
Talking too much
Asking surface-level questions
Jumping to solutions too quickly
Reacting with emotion and losing control
B – Be Curious
Curiosity fuels connection, creativity, and confidence. When you stay curious, you remain adaptable in changing markets and open to new opportunities.
Tips:
Approach every interaction with a learner’s mindset
Get curious about objections instead of defending
Replace assumptions with exploration
Always have a plan a, b, c, and d
Common Mistakes:
Assuming you already know the answer
Becoming defensive when challenged
Operating on autopilot
Forgetting to ask for support from others, including mentors and coaches in tough situations
C – Commit to Constant and Never-Ending Improvement CANI
Top performers don’t wait for motivation—they commit to growth. Small, consistent improvements compound into massive acceleration.
Tips:
Reflect weekly on what’s working and what’s not
Invest in skill development and mindset training
Track behaviors, not just outcomes
Make it a habit to have a pity party for 5 minutes, then move on
Common Mistakes:
Relying on past success
Avoiding feedback
Stopping growth once results improve
Taking it personally and living in the past; we cannot change the past - we can always learn from it
As 2026 begins, remember this: acceleration doesn’t come from doing more—it comes from doing the right things with intention. Master the ABCs, and you’ll create momentum that lasts.
