Prospecting isn't about giving away your character – it's about finding it. When it comes to business development, one of the worst traps is tying your self-worth to outcome. The pressure you feel to deliver results works against you as you buckle under the weight of self-perceived humiliation of rejection.

Lappin180 team member, Tom Short, has built an impressive prospecting machine that consistently delivers four or more conversations every week. But that wasn't always the case. In this episode, Tom shares his struggles with self-doubt and poor results before changing his mindset and his definition of success to produce high-level BD results.