This is what most deals sound like right now.

“We just need to review internally.”

“Let’s pick this up in the new year.”

“Can we reconnect after Christmas?”

And while that feels harmless… time kills deals.

December doesn’t pause deals, it quietly erodes momentum:

• • Decision makers disappear on leave
  • Priorities reshuffle
  • Budget owners change their view in January
  • Urgency fades and competitors re-enter the picture

The best salespeople know this

They don’t push harder, they get sharper.

1. Clear next steps
2. A defined decision date
3. Commercial conversations now, not “next year”
4. A compelling reason to sign before Christmas.

Because deals that should close in December rarely improve with age.

And here’s the second part most people miss…

While you’re closing this year’s deals, you should already have next year’s plan locked and loaded.

When you come back in January, you don’t want to be planning.

You want to be executing.

• Territory plan written
• Target accounts identified
• Pipeline strategy defined
• Activity cadence agreed

Sales rewards momentum, not intentions.

So ask yourself:

• • What can I close now that I’m letting drift?
  • What will Future Me thank me for having ready on Day 1 of 2026?

Because January comes fast. And time waits for no salesperson.

https://www.youtube.com/@Steve-Victor

#SalesLeadership #TimeKillsDeals #SalesExecution #CloseStrong #2026SalesPlan #PipelineManagement #VictorsLeadershipConsulting #SXaaS