and how to use them to win 2026
Most sellers treat the last days of December as lost time.
Targets are either already missed or barely reached.
Prospects are offline. Calendars are quiet.
But top performers use this exact window differently.
They use it to prepare for the next selling reality.
What you should know about 2026
The buyer landscape has fundamentally changed.
71% of B2B buyers are now Millennials or Gen Z.
Decision makers under 40 involve nearly twice as many stakeholders as previous generations.
Buyers do more research independently and expect sellers to add insight, not information.
For 2026, this means:
What worked in your sales conversations two years ago will not be enough next year.
The final days of December are not for chasing unqualified deals.
They are for upgrading your skills, your messaging and your systems.
3 High-Leverage Hacks
Before The Year Ends ⏳
1. Audit Your 2025 Deals, Not Just The Numbers
Do not only look at what you closed.
Look at why deals were won or lost.
Ask yourself:
- Where did deals stall most often?
- Which objections came up repeatedly?
- Where did buyers go silent?
- At which stage did I lose control of the process?
Patterns matter more than outcomes.
They show you exactly what to fix in 2026.
2. Upgrade Skills While Buyers Are Offline
December is the time of the year when learning does not compete with full pipelines.
This is the moment to sharpen the skills that actually move revenue:
- Discovery that creates urgency
- Clear value and transformation positioning
- AI-supported sales workflows
- DACH-specific go-to-market strategies
If you wait until January to upskill, you are again in your own pipeline race.
3. Prepare For The New Buyer Reality
Millennial buyers do not want pressure.
They want authenticity.
They do not want long pitches.
They want relevance.
They do not want generic sellers.
They want advisors who understand their market, their context and their internal complexity.
Your job for 2026 is not to sell harder, but to trust yourself, your skills, your instinct and follow through with giving the right advice to your prospects.
What We Are Launching For You In 2026
To support exactly this shift, we are rolling out new content inside Sales in DACH:
The Quick Win Series
-> Short, focused sessions you can apply immediately.
Topis include finding your Cold Call Track with Danny Wörns, prepare your salary conversation with Rouven Kramer, understand your Clay Set Up with Romea Müller and many more!
The AI & Sales Masterclass Series
In partnership with Kickscale
Covering how to use AI across the full sales cycle in a way that actually works in DACH 🇩🇪🇨🇭🇦🇹
The GTM in DACH Masterclass Series
Together with e.collective
Focused on modern go-to-market strategies for German-speaking markets
All designed for sellers & sales leaders who want to be ahead of the curve!
Important Note ‼️
Our pricing will change in January.
If you want access to all current and upcoming content at the best rate, now is the right time to join.
December is not the end of the year.
It is the foundation for the next one.
And in the meantime, we're just an Email away for any support you need ❤️
Your Sales in DACH Team ✨
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