The Business Builder’s 2026 Playbook: Sales, Leadership, Operations & a 90-Day Execution Plan
Most entrepreneurs don’t struggle because they lack ambition or intelligence. They struggle because they’re trying to grow a business without a playbook.
In Session 3 of the Business Builder’s Playbook Workshop, David Bush, co-owner of BDR.ai, joined moderator Jenelle Friday to help entrepreneurs step back, assess where they really stand, and build a clear, executable plan for 2026—one that integrates sales fundamentals, AI-powered outreach, leadership development, operating systems, and a focused 90-day execution rhythm.
This session wasn’t about hype or hacks. It was about getting back to fundamentals, simplifying complexity, and designing systems that allow business owners to scale without burning out.
If you want 2026 to be the year you stop reacting and start operating like a true business owner—not just a technician—this recap will give you the framework and next steps to build your own Business Builder’s Playbook.
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Section 1: Reviewing the Sales Fundamentals
The Sales Success Formula
At the foundation of every successful business is a simple truth:
Motivation + Mindset + Skillsets + Action = Results
Miss any one of these, and sales performance suffers.
David emphasized that many entrepreneurs chase tactics while neglecting fundamentals. Real sales success comes from mastering both the inner game (motivation and mindset) and the outer game (skills, systems, and consistent action).
The Core Sales Process Every Business Needs
David walked through a simple but complete sales process that applies to virtually every industry:
Identify
Approach
Follow Up
Qualify
Present
Overcome Objections
Gain Commitment
Start
Retain
Prioritize
Organize
Entrepreneurs often lose momentum not because they can’t sell—but because they fail to follow up, prioritize, or organize their pipeline consistently.
Systems and Habits That Improve Sales Execution
Sales improvement doesn’t come from doing more random activity. It comes from:
Clear processes
Daily and weekly sales habits
Simple tracking and accountability
Intentional follow-up systems
Consistency beats intensity every time.
Section 2: Your 2026 Sales Plan & AI Outreach Engine
What Belongs in a Simple, Effective Sales Plan
A strong 2026 sales plan answers a few key questions clearly:
Who are we targeting?
How are we starting conversations?
How do we follow up and nurture relationships?
How do we stay consistent even when life gets busy?
Complex plans don’t get executed. Simple plans do.
Why AI-Powered Outreach Matters
David explained how an AI-powered digital outreach engine helps business owners:
Stay consistent with prospecting
Maintain visibility with prospects and connections
Automate early-stage activities without losing authenticity
Free up time for higher-level conversations
AI doesn’t replace relationships—it supports them by handling the repetitive work humans struggle to do consistently.
The Benefits of Automating Early-Stage Sales Activity
Automating approach, follow-up, and nurturing:
Reduces dropped leads
Eliminates reliance on memory
Creates predictable activity
Keeps pipelines warm
The goal isn’t automation for automation’s sake—it’s consistency at scale.
Section 3: SOP for Lead Management — R.O.P.E.
What Is R.O.P.E.?
R.O.P.E. stands for:
Reply
Organize
Prioritize
Engage
This system ensures that no lead, reply, or opportunity falls through the cracks.
Where Entrepreneurs Typically Drop the Ball
Most business owners struggle with:
Responding too slowly
Letting leads pile up unorganized
Focusing on the wrong opportunities
Inconsistent engagement
R.O.P.E. creates clarity and discipline inside the pipeline.
Why R.O.P.E. Is Essential for Scale
A growing business doesn’t fail from lack of leads—it fails from lack of lead management.
R.O.P.E. ensures every prospect gets timely, intentional, and consistent engagement.
Section 4: Your 2026 Leadership Plan
What Strong Leadership Looks Like Going Into 2026
Leadership isn’t about doing more—it’s about:
Building the right team
Recruiting intentionally
Training consistently
Creating culture on purpose
Developing people to grow beyond the owner
Leadership Behaviors That Create Growth vs. Stall Growth
Growth leaders:
Delegate instead of hoard
Coach instead of control
Create clarity instead of chaos
Build people, not dependency
Stalled businesses almost always trace back to leadership bottlenecks.
Section 5: Your 2026 Operating System
Why an Operating System Is Non-Negotiable
If your business cannot run without you, you don’t own a business—you own a job.
An operating system allows:
Consistency
Delegation
Scalability
Predictability
The Three Core Components of a Simple Operating System
Every growing business needs:
An Org Chart – clarity on who owns what
SOPs – documented processes that reduce tribal knowledge
Job Descriptions – clear expectations and accountability
Simplicity wins. Overcomplication kills execution.
Section 6: Your 90-Day Plan
Why 90 Days Works
Annual plans are too vague.
Daily plans are too reactive.
A 90-day plan:
Creates urgency
Keeps focus tight
Makes progress measurable
Allows fast adjustment
What to Include in a Strong 90-Day Plan
A solid plan includes:
One primary priority
Clear weekly actions
Time blocked on the calendar
Simple metrics
Accountability
Momentum comes from focused execution, not scattered effort.
Summary of Best Takeaways
Sales success starts with fundamentals, not hacks
AI enables consistency, not shortcuts
Lead management systems protect growth
Leadership is the ceiling of the business
Operating systems create freedom
90-day plans turn strategy into action
Action Steps: Build Your 2026 Playbook
1. Assess Your Sales Fundamentals
Identify which step of the sales process needs the most improvement and focus there first.
2. Simplify Your 2026 Sales Plan
Clarify your audience, outreach method, and follow-up process.
3. Implement R.O.P.E.
Create a daily habit of replying, organizing, prioritizing, and engaging.
4. Define Your Leadership Focus
Decide whether hiring, training, or culture is your biggest opportunity for growth.
5. Document One Operational System
Start with either your org chart, one SOP, or one job description.
6. Choose One 90-Day Priority
Leads, sales, systems, or team—pick one and commit.