In the Face of Challenge: Perseverance in Sales

In the Face of Challenge: Perseverance in Sales

by Frank Lodewick

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Overview

As sales professionals, we deal with much disappointment. Prospects don’t call us back; meetings are cancelled; we don’t get shortlisted; and we lose more deals than we win. Therefore, knowing how to persevere when things don’t go our way is crucial.

Frank thought he was good at that until a kitesurfing accident left him in a coma fighting for his life. Surgeons reconstructed his shattered face with 42 screws, 11 plates and a titanium eye socket. His two-year recovery took his ability to persevere to another level.

This life-changing experience led Frank to research the topic of perseverance, which, it turns out, is not simply a trait you’re born with but is a skill you can master. In In the face of challenge: Perseverance in sales Frank shares what he learned on his personal journey to help you stay motivated and keep going in the face of your daily challenges.

Whether you are a seasoned sales professional or are embarking on a career in sales, this book offers guidance on avoiding and dealing with setbacks, stress and anxiety in your day-to-day role. Each chapter lists practical activities specifically designed for account executives, sales development reps, customer success managers, solution consultants, and other quota carrying sales professionals and their frontline managers.

Adopting just a handful of these tips will increase your chances of hitting target in ways that make you healthier and happier at work.

About the Author:

Frank coaches sales professionals who are determined to increase their sales success and who need more than another sales training. He knows what’s required to persevere in sales: he has run hundreds of complex deal cycles and closed $100 million in deals for leading technology companies across the globe.

Frank was born in the Netherlands and now lives near the beach in Sydney, Australia with his wife.



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Product Details

ISBN-13: 9780648281283
Publisher: Bookpod
Publication date: 11/29/2019
Pages: 220
Product dimensions: 6.00(w) x 9.00(h) x 0.60(d)

About the Author

Frank coaches sales professionals who are determined to increase their sales success and who need more than another sales training. He knows what's required to persevere in sales: he has run hundreds of complex deal cycles and closed $100 million in deals for leading technology companies across the globe.

Frank was born in the Netherlands and now lives near the beach in Sydney, Australia with his wife.

Table of Contents

Acknowledgements

Dedication

Preface

A note on acronyms, abbreviations and other ‘sales’ talk

Introduction

Chapter 1: Crashing down

Calling Sydney home

Going up

Crashing down

Scrambling back up

Onwards and upwards

Chapter 2: The department of habits

How did we get here?

Sales training

Ebbing who?

The sales profession’s scorecard

Stress in sales

To languish or to flourish

Chapter 3: Find your True North

Out of control

What motivates us in sales?

Autonomy

Mastery

Purpose

Purpose in sales

Perseverance Promotors

Perseverance Destroyers

Chapter 4: Sustain the brain

Brain, meet Frank. Frank, meet Brain

Neuroscience

The importance of sleep

Meet Katy, my speech pathologist

What smiling does

More than the brain

Meet Jo, my exercise physiologist

The paradox of work life balance

Perseverance Promotors

Perseverance Destroyers

Chapter 5: Learn to let go

‘I’ve got this’

Following your gut

What’s wrong with the B2B sales process

How to protect yourself from positive delusions

Perseverance Promotors

Perseverance Destroyers

Chapter 6: Find perspective

The two squares

Meet Max, my dental surgeon

Why the brain prioritises negativity

Finding perspective

Super compensation

Perseverance Promotors

Perseverance Destroyers

Chapter 7: Plan as best you can

Meet Shane, my facial reconstruction surgeon

Back to zero

SMART explained

Perseverance Promotors

Perseverance Destroyers

Chapter 8: Appraise your progress

The roundabout

Progress in sales: More than winning that deal

Perseverance Promotors

Perseverance Destroyers

Chapter 9: Fend and befriend

Setbacks and social support

The buddy system

Meet Barney, my neighbour

Adversity and mateship

Meet Elvira, my wife

The department of people

Perseverance Promotors

Perseverance Destroyers

A final word

What about you?

About the author

Work with Frank

Customer Reviews