Two Changes That Could Dramatically Increase Your Sales Performance in 2026

If you want to increase your close rates in 2026 — not by a little, but dramatically — there are two systems that will move the needle more than anything else in your sales organization:

1. Creating the Perfect Proposal

2. Implementing a Circle of Romance

These aren’t theoretical concepts. They are the exact frameworks I’ve used to help media companies nationwide grow revenue, increase advertiser retention, and close larger branded content deals with consistency.

Both systems come directly from our Branded Content Project Cash Camp curriculum, and when sellers use them together, performance climbs fast.

Let’s break down how they work and how your team can implement them immediately.

1. The Perfect Proposal: Stop Pitching and Start Diagnosing

Most proposals fail for one reason: They present solutions and pricing before presenting understanding. When you jump to the solution or “your prescription” too quickly, you erode trust.

A Perfect Proposal flips that entirely. It follows the strategic order that prospects naturally trust and respond to.

The Perfect Proposal Framework

1. Summarize the goals and needs that the prospect expressed in your needs assessment. Ask: “Did I miss any?” This proves you listened and aligns expectations before you ever recommend anything.

2. Identify how what you’ve proposed will address those goals and needs — and WHY you proposed what you did. This creates the logical path that makes your solution feel obvious, and it keeps the conversation about THEM not you.

3. Present the solutions you’re recommending, without getting too technical. Tie everything to outcomes, not tactics. “What it will do for the prospect” is far more persuasive than how it works. Keep tying it back to their goals as you walk through it. 

4. Clarify priorities or phases in what you've proposed. Explain how the plan achieves their definition of success, not yours. I also use this to establish trust - just in case they cannot afford the entire thing at once, or in case they are feeling defensive and protecting their wallet.

5. Investment. Illustrate the value, make it easy for them to sign, and proactively answer payment or term questions before they’re asked.

This structure transforms a proposal from a “pitch deck” into a strategic growth plan that prospects feel confident saying yes to.

Try this right now:

Rewrite one of your team’s current proposals following this exact five-step sequence. Watch how differently it reads — and how differently your prospect responds.

2. Implement a Circle of Romance: Replace “Checking In” With Meaningful Connection

Once a proposal is sent, most sellers fall into two ineffective habits:

• Sending “just checking in” emails

• Waiting silently, hoping the prospect responds

  
  

Neither shows leadership — and neither wins deals.

The Circle of Romance framework gives sellers a repeatable nurturing cadence that builds trust, keeps momentum going, and differentiates you from every competitor. And the critical thing to keep in mind is that prospects need to hear from you 5-12 times before you get a yes, and 92% of sales professionals don’t make it past the third touchpoint. THINK ABOUT THAT - it means the majority of sales professionals aren’t getting to that critical 5th - 12th touchpoint. To hit those you need to nurture your prospects.

The Circle of Romance Framework

Touchpoints may include:

• Insight or Idea Email

• Quick Emails with useful articles

• Phone messages

• Greetings at events

• Happy Birthday or milestone recognition on LinkedIn or Facebook

• In-person meetings

• Short “hello” videos

• Sharing referrals or being a resource

  
  

And the key principle:

“Add insights and value in every connection.”

When sellers follow this system, proposals stop dying in inboxes. Prospects feel guided, supported, and understood.

This is what shortens sales cycles and dramatically improves close ratios.

Try this right now:

Build a 6-touch Circle of Romance sequence for your current Q1 pipeline. Assign each step to a day or week. Execute it with discipline.

You will close more deals — period.

Why These Two Systems Are So Powerful Together

Perfect Proposals make your pitch clear, compelling, and relevant. The Circle of Romance keeps you top-of-mind throughout the decision period.

Together, they create:

• A consistent process your entire sales team can use

• Stronger perceived value of branded content

• Higher renewal rates

• More confident sellers

• A better client experience

• Faster closing cycles

  
  

This is the kind of strategic sales infrastructure elite media companies rely on.

Immediate Takeaways (Share These With Your Sales Team)

1. Rewrite your proposals using the 5-step Perfect Proposal model.

Do this for every pitch, not just the big ones.

2. Build a Circle of Romance cadence for every open opportunity.

Never “just check in” again.

3. Train your team to add insight every time they communicate.

Value-rich touches create trust — trust creates deals.

4. Use AI to support both systems.

Idea starters, article summaries, proposal language, follow-up scripting — AI boosts speed and quality when leveraged well.

5. Make nurturing and proposal quality measurable.

If you want the behavior, inspect it and reinforce it.

Final Thought

If I could recommend only two changes to help media sales teams exceed their goals in 2026, these are the ones. They’re simple, repeatable, and incredibly effective when applied consistently.

Small shifts in process lead to big results in revenue.

If you’d like a downloadable proposal template or a Circle of Romance follow-up sequence your team can use immediately, I’d be happy to create it.

Just say the word.

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About the Author:

Shannon Kinney is a seasoned startup Founder and Executive with over 30 years of experience in digital marketing. She has been at the forefront of digital transformation for media companies since 1995, and has consulted with and presented to media companies large and small worldwide. She is considered a thought leader in the online space, and is a highly sought after keynote speaker, advisor and consultant. With deep experience in sales, marketing, online product development and leadership, Dream Local Digital is her third nationally-scaled digital marketing solution company. She founded the company in 2009 “to bring the power of online marketing to small and medium sized businesses ”. She has a wide and highly engaged network of leaders in media, technology, and startups worldwide, and has developed Dream Local Digital to be a widely recognized brand as best of breed in online marketing. She has helped more than 75,000 small and medium sized businesses and media companies through her work with Dream Local Digital. She spent many years on the Local Media Foundation and Local Media Association boards and is passionate about their mission to create sustainable business models online. 

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The Branded Content Project is designed through a strategic partnership between Local Media Association and the Local Media Consortium with funding from the Knight Foundation to help facilitate additional growth, engagement, and revenue success for more publishers of all shapes and sizes.