--- title: If What You Were Doing Was Working | The Sales Blog description: If what you were doing was working, you’d already be getting the results that you want (or need). If what you were doing was working, you wouldn’t have to change anything. The problem most folks have is they want better results without having to make any changes—especially changes that would take them out of their […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2013-04-15-at-9_59_48-PM.png --- ### [Now booking SKO meetings for 2026/27! 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If what you were doing was working, you wouldn’t have to change anything. The problem most folks have is they want better results without having to make any [changes](https://www.thesalesblog.com/blog/keep-start-stop)—especially changes that would take them out of their comfort zone. #### If Your Beliefs Aren’t Working If your results aren’t what you want them to be, it’s likely that [your beliefs](https://www.thesalesblog.com/blog/you-are-a-victim-of-your-own-beliefs) aren’t working for you. You might believe that [selling should be easier](https://www.thesalesblog.com/blog/dont-try-to-make-selling-easy), that forces are allied against you, or that you are a victim. You might believe that you company should provide you with leads, that someone else should pay for your personal and professional development, or that you are somehow entitled. You might believe you shouldn’t have to change. And if what you believed was serving you, you’d be right. But better results requires that shed your old beliefs and try on some new ones—beliefs that better serve you. #### If Your Actions Aren’t Working This is also true of the actions you’re taking. [Or not taking](https://www.thesalesblog.com/blog/what-are-you-willing-to-change-to-be-the-best-version-of-yourself), as the case may be. If the actions you are taking were working, you wouldn’t have to change anything. But if they’re not, then you have to change what you’re doing. If you are prospecting using only the singe method with which you are comfortable and not building a pipeline, you need to take new actions. If the way you are selling isn’t producing new clients, then you need to change the way you are selling. You might not want to take new actions, and if you already had the results you need, you wouldn’t have to. Producing those better results require you change the actions that you’re taking—even if it means that you have to take actions that you aren’t comfortable with, don’t really want to take, or aren’t interested in learning. Your beliefs drive your actions. Your actions drive your results. If what you believe now was working, if the actions you are taking were working, you wouldn’t have to change either. But if they’re not working, then you need to change them.   ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2013](https://www.thesalesblog.com/blog/tag/2013) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on April 15, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/c9f553be-fbba-4813-9199-95c1603472e7.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/c9f553be-fbba-4813-9199-95c1603472e7) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2024-09-05T11:13:23 AM", "datePublished" : "2013-04-15 19:29:11", "description" : "If what you were doing was working, you’d already be getting the results that you want (or need). If what you were doing was working, you wouldn’t have to change anything. 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