Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

by Jeb Blount

Quitting is a choice. Most people when faced with challenges quit too soon—often right as they are on the cusp of success. This is especially true with salespeople in new sales jobs. Starting a new sales job and taking on new challenges is frustratingly hard. There are many dark days when you feel like all you do is fail and there is no hope. As you get closer to breaking through, things actually seem bleaker. You are tired, beat-up, and worn-down. It is at this point that mental toughness in the form of faith and persistence takes you the last mile. Winston Churchill said that “when you are going through hell, keep going.” Faith is crucial. Faith that by doing the right things every day, the cumulative impact of these actions will pay off. Faith keeps you focused on your goal when no tangible evidence exists that the hard work you are doing will get you there.