The role of entrepreneurs is to create new businesses. They conflict with this widespread conservatism. Most people are constantly putting obstacles in the paths of entrepreneurs trying to achieve their goals. The ability to overcome these obstacles with creative solutions and do it again and again and still maintain enthusiasm is a sign of an entrepreneur. PMA has long been put forward as a cure for poor sales performance if not the world's ills.
Optimistic tenacity can be a most useful weapon.
I remember a top salesman telling me he liked getting the first refusal from a prospect. His philosophy was that, because it usually takes five trial closes to make a sale, when he received his first refusal he knew he had only four more closes to go. What distinguishes the entrepreneur from the average salesperson is while the salesperson returns repeatedly with the same closing technique and failing, the entrepreneur comes up with a new design to overcome the obstacle and often succeeds. Phillip Kahn, founder of Borland International, one of the first successful personal computer software companies, described how in 1983, after Borland had developed its first software product, there were no funds available for advertising. He arranged prior to the advertising salesperson's arrival for two extra temporary staff to be hired and for his friends to ring the office constantly during the meeting.