In the Face of Challenge: Perseverance in Sales (Paperback) (ISBN-13: 9780648281283)

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.