If you're familiar with the "Charlie Brown" comic strip you know that no matter how many times he tried Charlie Brown could never kick the football, never pitch a winning game, and never win the affections of the cute little red-headed-girl.  "Charlie Brown syndrome" does not refer to the fact that Charlie always lost, it refers to the fact that despite the actuality that he always lost, he just kept doing it.  It's this sense of despair and pessimism from facing constant defeat, but within it, always some sort of hope that convinces you that this time, you might just kick the football.   In this episode Joe and Mike talk about identifying the Charlie Brown syndrome in the sales process and what you can do to overcome it.