Share This Episode Now!

Episode 14: How You Prospect Reflects Your Character with Tom Short

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.

Subscribe to Breaking Sales

Breaking Sales Podcast on Apple Podcasts
Breaking Sales Podcast on Spotify

After You Listen:


dan lappin

Dan Lappin is a renowned sales disruptor with a simple message – stop selling.  As president and founder of Lappin180, his mission is to challenge status quo sales tactics and revolutionize the sales process entirely.  Dan is a prominent voice advocating for a consultative approach to sales, where pushing, persuading and promising are past tense.  A prolific writer, speaker, and host of the popular Breaking Sales podcast, Dan’s change message resonates with thousands from Prague to Los Angeles.


Kiley Schmitz Professional Business Coach at Lappin 180

Kiley Schmitz is a professional sales coach and runs the Talent Acquisition division at Lappin180, where she identifies and recruits top-performing individuals for client firms.  Her passion for emotional intelligence psychology drives her success in helping organizations solve tough business challenges.   She is a powerful motivator and innovative leader who speaks frequently on the topics of elite mindset development and self-awareness.

If you found this podcast helpful, please share it with others and consider rating it on Apple Podcasts.

We welcome all thoughts, comments, and guest suggestions.

  • This field is for validation purposes and should be left unchanged.