Build a History Channel to New Business

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Take a Look at the New Physics

Managing expectations and disappointment will be easier when you accept that your efforts to close new business will conform to the power laws and won't result in a normal distribution. Expect lots of small wins and a few big hits—but don't sit back expecting those big deals to occur regularly. Just as with wildfires, earthquakes, and market moves, it's often the tiny accident that sets things into motion.

Are You Tough Enough?

Your genetic makeup has a lot to do with how you handle stress. Becoming aware of your own stress response and resilience in certain prospecting situations should help you focus your efforts in environments that will set you up for growth.