Dearest Reader,

So...I haven’t maintained my weekly emailing cadence.

My lovely friend Tracy pointed that out to me. Not in any type of way. Just a gentle, “Hey… I’m worried I missed your last love letter.”

Tracy, first of all: you’re a real one.
Second: last week my life handed me a field of lemons.

And ya girl was desperately trying to gather them into a basket to haul into the kitchen and make lemonade…except the basket had holes in it. And then the world’s most fragile demographic kept acting out of pocket, flooding the news cycle with their latest unhinged comings and goings.

Anyway. Next thing I know, it’s been too long.

So I’m back. Thank you for your patience 🙂

Today, we’re talking about needy lovers.
Scroll for the TL;DR if you must—but know you’re skipping the laughs, and who does that.

We all remember that one high-maintenance chick from university.
God, she was a lot.

(She might have been me. Okay fine, she was me. I was her. I’ve matured. Mostly.)

Hours getting ready. Scorched the earth if you took too long to reply. Zero tolerance for ambiguity. Absolutely feral if her “happily ever after” turned out to be…your situationship.

Sales functions inside your business the same way she was functioning at Dalhousie University circa 2002–2006.

Sales is needy.
It demands reassurance.
It does not enjoy being ignored while you “just focus on the work.”

And when sales has no structure?

It doesn’t calmly wait its turn.
It panics.

Which can look like:

• pressure creeping into your tone and follow-ups
• urgency replacing curiosity
• discounting to create movement
• rushing timelines to escape ambiguity
• inventing a brand-new offer instead of selling the one you have
• over-explaining, over-justifying, over-following-up
• needing the deal to move to regulate your nervous system

Sound familiar? If yes, congratulations. You’re in very good company.

Here’s the good news: sales only behaves this way when it doesn’t have boundaries. And boundaries don’t exist without systems.

If you don’t have a lead gen system, every new conversation depends on your energy that week.
If you don’t have a nurture system, momentum dies the second you stop initiating.
If you don’t have containment around when sales happens, it bleeds into everything, and starts to feel intrusive, exhausting, and emotionally expensive.

So what do we do?

We avoid it by way of not centering it.

We tell ourselves we’ll get back to it once client work settles down. Once delivery feels lighter. Once we have more capacity.

Which is how sales quietly becomes that relationship that only exists when you are doing all the work.

Life happens.
A big client ramps up. Travel hits. Your nervous system is already juggling unresolved problems.

And guess what happens to sales?

She disappears.

Or worse, she shows up resentful, chaotic, and demanding more than ever. (Ask me how I know.)

But sales—just like Talica circa 2002–2006—is not the problem.

The lack of a system is.

When sales has structure, it calms down, becomes predictable.
and stops hijacking your attention.

This is why our best laid sales goals only work if our day to day is actually designed—contained, repeatable, and able to run without constant emotional labour from you.

Otherwise, sales will keep behaving like a 22-year-old with no coping skills and a Nokia 3310.

Not centering sales isn’t a discipline or a mindset issue.
It’s a systems issue.

And systems are fixable.

Over the next two months, I’ll be leading members inside The Revenue Room through workshops to build these exact systems—because yours truly needs them too. The last few weeks were a very effective reminder 🙂

I’ll be sharing behind-the-scenes of what this actually looks like here and on LinkedIn. If that would be useful, keep watching this space.

And if you want more hands-on support…you know the drill. We’re here when you’re ready.

Until next time, happy selling.

Talica