Dearest Reader,

You don't need a PhD in awareness to know that A LOT is being asked of founders in Q4. Today I give you a no-nonsense approach to making bank in the final stretch of this year, so please enjoy, or scroll for the TL;DR.

So we've been inundated by the Chads who 10x all year because every day is Q4 for them, but now well-meaning, reasonable, otherwise pragmatic people are talking about Q4 too? And about how we have to start planning for next year NOW? All while trying to parse out whether iced coffee in interviews is a good or a bad thing??

You keep hearing me talk about this concept of minimum viable. It's borrowed from the startup world, where a minimum viable product is the simplest version of something that still does the job. I stole it for sales, and it's the thing I preach more than anything else.

Because after a decade BTS access to how founders sell, and more importantly how they operate the business (strategy, planning, execution), I know one thing to be true: founders who both sell and deliver the work are more likely to experience periods of feast or famine.

We're told the fix is more leads, because the Chads who 10x don't give AF about us and only have the business acumen to offer single solutions in isolation.

But the fix is extreme pragmatism: your minimum viable sales system. The decisions, steps, and tools you need running so sales keep happening, even when you have to take your foot off the gas. A system that runs when you can't.

Q4 is where that gets tested. Delivery is peaking, clients are winding down for the holidays, and suddenly everyone and their uncle wants to see your 2027 plan.

I've designed two sprints for my Revenue Room members to shepherd them through this time.

Sprint 1: Harvest Season Fun fact: most of what you close in Q4 is already in your pipeline. The proposal you sent in August. The client wrapping up in November. The past client who hasn't heard from you since spring. We find it, rank it by how easy the money is, and chat through the best way to go get it.

Do it with us: Go through your sent folder and your calendar, and list everyone who said yes, maybe, or "circle back" this year. Then circle the three people you'd feel easiest messaging today. That's your harvest. If you need/want further instrux, hit reply.

Sprint 2: The 2027 Blueprint. We take the data from the Harvest and use it to design each member's 2027 strategic plan, based on real numbers and real traction. Vibes and vision boards inspire this work, they don't lead it.

Do it with us: Write down your five best clients from 2026 and how each one found you. The source that shows up most is your proof of traction. Start your 2027 plan there, before you chase anything new.

TL;DR

• Feast of Famine hits founders who both sell + deliver their work. The fix? Thankfully it's not more leads, it's extreme pragmatism.
• Most of what you'll close in Q4 is already in your pipeline. This week, follow up with one person who went quiet.
• Plan 2027 from where your best clients actually came from this year.

What we're up to this week at HQ

• Deep in the throes of perfecting a workshop for y'all. SAVE THE DATE! Oct 22nd at 2pm ET I'm running Feast or Famine? We Don't Know Her., a paid workshop that equips you with the 5 decisions and 3 steps you need to make to ensure every month is a feast. It's 90 minutes, live, $49 USD. Registration page is *buffering* stay tuned.
• Editing BTS coaching content from calls with founders just like you. Make sure you're following me on LinkedIn. I share these gems there every Thursday.
• Tomorrow (Tue Sep 29, 10 AM MT / 9 AM PT) I'm joining Bold Arrival's roundtable, Soul Is the New Strategy and Your Bottom Line Knows It, a conversation about trusting your intuition over fear-based decisions as a real business asset. Save your spot here.​

Okay, that's it from me. Until next week,

Happy selling :)

Talica