Fake it until you make it vs. authenticity. Can you comment on the value of authenticity both at your level and below? Also… are you still faking it now that you made it?

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A strategy that’s always worked for me is continuously selling engagements that are just beyond my comfort zone. While there might be a bit of faking it in the sales process, it’s backed by confidence that my team and I can master the subject matter, and we always do. Several years ago I was in front of a major defense contractor selling our services on a brand new cyber framework that no one, including myself, had ever worked against. Now I’m a nationally recognized expert on the subject. You just have to get yourself out there and master the material as quickly as you can.

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They are not mutually exclusive.

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Agree. Fake it until it’s not fake anymore.

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I made it and I was not a fake. It was a struggle as people who fake better made it faster.

likesmarthelpful

Maybe you were fake but you didn’t know you were fake until you were fake no more?

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