Santa Unwraps 12 Sales Tactics You NEED to Master in 2026

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1. 4:43

   A problem proposition? A problem proposition, but not any problem proposition because we wrote the cold calling book last year. Is this a cold calling framework? This is a cold calling framework. It is a prospecting gift. A three-part triggering problem. It's a three-part problem from the cold calling course. “So folks, a lot of people obsess over the perfect cold call opener.” Like, should I say, how's your day going? Or did I catch you at a bad time? Or use a permission-based opener. But the most underrated, messed up part of a cold call pitch is the pitch itself. Way too often people are saying things like ACMICO is a single source of truth that helps you with

   In Cold call openers

2. 25:58

   north star metrics. Those are things like where we sit today from a revenue perspective and what our goal is. Those are things like what is the pipeline we've built week over week. And so those are the metrics that never change. You look at them every single week with your team. From there, Alex recommends you look at your momentum metric. Pick one metric per quarter that you are materially “trying to move with the team. That might be cold calls made if you're trying to change the culture” of prospecting. That might be stage one to stage two conversion if you're trying to improve at discovery. Pick one metric and focus on that every single week for a quarter straight. From there, we go into black belt updates. This is where you have an AE who is a leader in terms of interfacing

   In Outbound activity targets

3. 30:05

   is divide your day into red, yellow, and green hours. Your green hours are your green prospecting hours from nine to 12. In that block, you want to do nothing but generating pipeline as quickly as possible. “I typically recommend having two prospecting blocks, one hour to hit your cold calls and” one flex block to either do more cold calls or cold emails. You can fit customer calls in between the gaps, but realistically those should be going in your yellow hours, which are the hours from 12 to 3. From 12 to 3, you still have the energy to get on a sales call, but you're usually not

   In Call timing and call blocks

4. 30:31

   You can fit customer calls in between the gaps, but realistically those should be going in your yellow hours, which are the hours from 12 to 3. From 12 to 3, you still have the energy to get on a sales call, but you're usually not going to pick up the phone if you try to start cold calling at 2pm, so you want to “push your customer calls to the early afternoon.” Again, you can still take some customer calls in your green hours, but you are never allowed to remove your one hour dial block from the hours of 9 to 12. And then you have your red hours, which are your admin hours, your non-selling activities. I strongly recommend you talk to your manager and you try to push your pipeline reviews

   In Scheduling availability rules

5. 31:05

   I strongly recommend you talk to your manager and you try to push your pipeline reviews after the hours of 2 and 3pm, because 3 to 6pm are your admin hours, where you do all your one-on-ones, you do your walk-and-talks, you do your recap emails, you do all of your call prep for the next day, and you do your list building so that you step into the next “day with a full list of prospects that you are ready to cold call.” In the 13th special gift that has nothing to do with prospecting, it has nothing to do with closing, it has nothing to do with leadership, it has to do with how to be a phenomenal human being and a phenomenal salesperson. I'll never forget, it was our first in-person shoot, I think, ever, and we always do two

   In List building

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