151: Sophisticated Prospecting and the Three Ts of Sales with Tom Barnes
Sales Success Stories
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Imposter Syndrome
Tom Zoellner: I don't think it's the vice or the chain that a lot of people say it is. The last thing you want is to become proficient at something and then suffer the Dunning Kruger effect, which is believing that you are the best expert at something when in reality You're just average. He says he still believes in the three T's to success for sales -- talent, territory, and timing. But only one of those T's is a controlled T; you can control your talent but need to identify skill gaps.
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