The Power of Perseverance: How One Last Call Turned Defeat into Victory


Embarking on a sales journey, especially as a new hire, is filled with challenges and uncertainties. It’s a tale familiar to many sales professionals – the excitement of a potential deal, the setbacks, and the resilience required to navigate through the ups and downs. In this blog post, we share a real-life story that unfolded almost a decade ago, highlighting the transformative power of perseverance in the face of defeat. Join us as we explore the pivotal moment when a single, unexpected call turned the tide and secured a historic win for a new sales representative.

The Initial Promise

Less than 30 days into the job, our protagonist, let’s call him Paul, found himself in a high-stakes situation. Introduced to a potential deal late in the process by an executive contact, the opportunity held the promise of becoming the fastest deal won in the history of new representatives.

The Unexpected Setback

Despite the initial optimism, the deal slipped away. “Sorry, Paul. We decided to go with someone else,” echoed the disappointing message. The attempt to salvage the deal by both the sales representative and higher-ups – the Vice President (VP) and Chief Revenue Officer (CRO) – proved futile. Defeat loomed large, and acceptance seemed inevitable.

The Turning Point

However, instead of conceding defeat, Paul made an unconventional decision. The day after the loss, he reached out to the executive who initially introduced them to the opportunity. This executive, although in a different division, received a call expressing gratitude for the introduction and a brief update on the situation.
Simultaneously, Paul’s VP called to discuss the loss. Juggling two conversations, Paul promised to call the VP back, not realizing that the executive from the other division was on the line, returning the call.

A Surprising Opportunity

To everyone’s surprise, the executive had spoken to someone and outlined specific conditions – XYZ – that, if met, would secure the business. Encouraged by this glimmer of hope, the team committed to meeting the conditions outlined.

The Redemption Call

The following day brought an unexpected call from the actual buyer – a reversal of their decision. The deal was officially won, all because of that one last call to the executive expressing gratitude.

A Decade Later: The Lesson Learned

While this story unfolded almost ten years ago, its impact has endured. The lesson? Before accepting defeat or succumbing to the challenges of a tough day, there might be that one last call waiting to be made – a call that can potentially turn the situation around.


The sales journey is rife with uncertainties, and setbacks are an inevitable part of the process. However, as exemplified by Paul’s experience, the power of perseverance and the willingness to make that one last call can be transformative. This story serves as a testament to the resilience needed in sales and a reminder that success often lies just beyond the point of apparent defeat. So, the next time you find yourself on the brink, consider making that one last call – it might be the game-changer you need.

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