Dearest Reader,

Let’s talk about sales strategy.

Not the Pinterest-board version filled with colour-coded tasks. Not the “new quarter, new me” Google Doc that reads like a self-help checklist. And definitely not the version where you write 47 to-dos and congratulate yourself for being “strategic.”

I see this all the time: Founders treating sales strategy like a glorified to-do list.

• Send more emails
• Post more on LinkedIn
• Do some outreach
• Host a webinar
• Drink more coffee
• Cry less

Cute. But that’s not strategy.

Strategy is not what you’re going to do.

Strategy is the logic behind why you’re doing it — and, just as importantly, what you are not doing.

I ran a workshop last week inside my community The Revenue Room, where I said something that hit a lot of people right between the eyebrows:

“The point of a sales strategy is to identify your biggest hurdle… and then eliminate it.”

Not admire it. Not work around it. Not build 16 new systems to compensate for it.

Eliminate it.

For example, many founders I speak with don't actually have a lead-gen problem, they have a clarity problem about which hurdle actually matters.

They’re trying to fix everything at once instead of focusing deeply on the bottleneck that—if removed—makes everything else irrelevant.

And when you treat strategy like a dumping ground for every tactic you’ve ever seen on LinkedIn you end up overwhelmed, unfocused, and absolutely exhausted.

A sales strategy worth anything includes three things:

Your biggest hurdle

Not all problems matter equally. Your biggest hurdle is the one that will unlock the most ease when removed.

Is it positioning? Lead quality? Weak conversations? Offer clarity? A tiny audience? A warm pipeline that’s been left thawing too long?

Pick the one bottleneck that’s costing you the most revenue. That becomes the strategy.

A list of things you refuse to do

This is the part founders skip.

You do not need to be “everywhere.” You do not need to “post more.” You do not need to add more volume to a system that doesn’t convert.

Sometimes the strategic move is subtraction. Sometimes the smartest thing you can do is say:

I am not doing daily content.

I am not launching a webinar just because everyone else is.

I am not building another funnel to compensate for unclear messaging.

I am not creating more offers to hide from the real problem.

Strategy is as much about boundaries as it is about actions.

A Commitment Container

This is the piece no one talks about.

Your strategy needs a container you can stay inside long enough for the data to mean something.

30 days. 45 days. One sprint.

Not every quarter is your Super Bowl. Sometimes it’s a lab. Sometimes it’s a demolition. Sometimes it’s a rebuild.

But what it should never be is chaos disguised as productivity.

Your commitment container is the promise you make to yourself that you will actually stay with the plan long enough for it to work or show you why it didn’t.

This is why so many sales strategies fail.

Because they’re not actualy strategies — they’re messy Google Docs with good intentions and no spine.

A real sales strategy doesn’t ask, “What should I do?” It asks, “What is the one thing standing between me and consistent revenue, and how do I remove it?”

That’s the work. That’s the point. And that’s what makes sales feel less like a guessing game and more like a system that actually serves you.

A quick note for the planners, the visionaries, and the ‘I’ll start in January’ crowd…

Every year, without fail, entrepreneurs hit December thinking they have time. Then the holiday festivities happen. Then the travel. Then the family logistics. Then the champagne.

And before you know it, you’re back at your desk in early January, blinking at your laptop like:

“Right. Sales. How do I… do that again?”

Not anymore. In December I'm offering Q1 2026 Strat Planning Sessions.

If you want guidance, structure, and a strategy that’s not a to-do list in disguise, this is your moment. Click here to learn more.

Until next time,

Happy Selling!

Talica