--- title: "The Hustler’s Playbook: What Got You Here | The Sales Blog" description: What got you here is discipline, an iron discipline. It was your work ethic, the fact that you did the work without hesitation, procrastination, and without fail. While others put off doing what is necessary, you took action, doing what is vital to the future you were pulling forward. You got here in no small […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_1279385644.jpg --- ### [Now booking SKO meetings for 2026/27! 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It was your work ethic, the fact that you did the work without hesitation, procrastination, and without fail. While others put off doing what is necessary, you took action, doing what is vital to the future you were pulling forward. You got here in no small measure by being [resourceful](http://thesalesblog.com/2012/06/11/how-to-exercise-your-greatest-human-attribute-resourcefulness/), taking chances, trying things, and figuring out for yourself what works, much of the time without so much as a clue. While others feared failing, you embraced it. While they waited for someone to give them an answer, you found one on your own. The foundation of what brought you to this point was [integrity](http://thesalesblog.com/2018/04/22/trust-integrity-currency-trade/), the unwavering character that caused others to believe you, believe in you, and to support you. Where others took shortcuts and played outside the rules of the game, you played hard and played fair, knowing you were building your name, the most important asset you would ever own. Those who don’t get to this place are still where they find themselves through the actions they took. If you don’t like where you are, what got you here will keep you here. What caused you to find yourself where you are now is the lack of discipline that prevented you from working and instead had you seek [comfort](http://thesalesblog.com/2017/03/28/are-you-motivated-by-comfort/), [entertainment](http://thesalesblog.com/2017/03/25/the-hustlers-playbook-education-over-entertainment/), [distraction](http://thesalesblog.com/2015/10/06/the-small-screen-of-infinite-distractions/), and escape. Now you suffer, [enslaved by a tyrant](http://thesalesblog.com/2019/01/08/be-your-own-tyrant/) of your own making. Your lack of resourcefulness, the [learned helplessness](http://thesalesblog.com/2011/07/29/unlearning-learned-helplessness/), and the decision to [give up](http://thesalesblog.com/2016/01/29/give-up/) without putting forth the effort you are capable brought you to where you are not. An unwillingness to try, to experiment, and to fail only to persist and try again is a recipe for not having the life you want. Many find themselves in a place they don’t like because they tried to bend or break the rules, instead bending and breaking themselves against the rules. [Success knows](http://thesalesblog.com/2016/11/26/the-hustlers-playbook-success-is-your-auditor/) whether you’ve really done the work, and so does karma, neither being partial to those who try to cheat the laws of nature. If you are where you want to be, what got you here is a large part of what will help you go even further. If you are not where you want to be, what got you here will keep you here until you change. ###### Tags: [The Hustler's Playbook](https://www.thesalesblog.com/blog/tag/the-hustlers-playbook) [2019](https://www.thesalesblog.com/blog/tag/2019) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on April 20, 2019 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) ![hustler-ebook-v3-1-cover](https://www.thesalesblog.com/hs-fs/hubfs/Free%20Resources/ebooks-2020/hustler-ebook-v3-1-cover.jpg?width=768&height=994&name=hustler-ebook-v3-1-cover.jpg) ### Guide to Becoming a Sales Hustler You weren’t put here to survive. You were put here to do something and to flourish. You’re here to reach your full potential and to make a difference. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/e8677640-082f-4f30-b30b-d4244460ee67.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/e8677640-082f-4f30-b30b-d4244460ee67) ## 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" : "2021-09-17T2:35:40 PM", "datePublished" : "2019-04-20 21:59:05", "description" : "What got you here is discipline, an iron discipline. It was your work ethic, the fact that you did the work without hesitation, procrastination, and without fail. 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