Essential Reading! Get my 3rd book: Eat Their Lunch “The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition.” Buy Now I am fortunate enough to get to speak to a lot of different sales organizations. In workshops, the people who work for these companies often tell me what they are doing now. They want to share with me the things that they believe they should be doing to produce the results that they need. But that isn’t what is most interesting. What is interesting is what they are not doing. Mostly, they know what these things are.If what you were doing was producing the results that you need, you wouldn’t need to change anything. But when you are not getting the results you need, then it is necessary to do something different. It may mean that you have to stop doing something. It might also means that you might have to start doing something that you presently are not.This means change, and change isn’t easy. It requires that you change your mindset, and maybe long-held beliefs. It also means you need to do something new, to take some new action—potentially one you have avoided because it makes you uncomfortable.What also strikes me most is that the majority of the people who need to do something different are aware of that fact. They also have very good ideas about what they need to change, and they’ve typically known what they needed to do for a very long time. Mostly, they have lacked the confidence and the mechanics to do what they really need to do, and they are looking for help with both.This is likely true for you. Right now, there is some area of your life where you need a different result. You know you need to change how you think about the outcome you need, and you know you are going to have to do something that you have heretofore avoided doing. You don’t have to wait to attend a workshop to discover the mechanics or develop the confidence. You can search the web for answers, and you’ll almost certainly find something that addresses your need. You can also find someone to help you with the mechanics, even if that is thing you need help with is as simple as rehearsing with you.If you need to change, there is no reason to wait. You are here to do purposeful, meaningful work, and speed to results matters.