--- title: Dialing In Your Great Experiment | The Sales Blog description: Experiments begin with a hypothesis. You have an idea based on your knowledge and what you intuit, and you guess at what some future result will be. You then test that hypothesis to see if it’s true. These experiments return results. Your results show you whether your hypothesis is true or false. You might be […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/Screen-Shot-2013-01-24-at-9_35_24-PM.png --- ### [Now booking SKO meetings for 2026/27! 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You have an idea based on your knowledge and what you intuit, and you guess at what some future result will be. You then test that hypothesis to see if it’s true. These experiments return results. Your results show you whether your hypothesis is true or false. You might be proven right, or your underlying supposition might prove to be flawed. #### Your Great Experiment Take a look at any result you’re producing in your life right now. You have some hypothesis, some [underlying belief](http://thesalesblog.com/blog/2012/12/18/but-you-are-infected/) about that result. Your results are giving you feedback on that belief. They’re telling you whether what you believe is true or false. This is The Sales Blog, so we’ll use sales as an example. Maybe you believe you can [make your number](http://thesalesblog.com/blog/2011/04/14/what-it-takes-to-make-your-number/) with very, very little prospecting. But your sales results may prove that your hypothesis about the amount of prospecting you need to do is wrong. You might believe that [more activity](http://thesalesblog.com/blog/2012/10/28/consistent-effort-is-key-to-better-sales-results/) alone will improve your sales results, and you might take massive action trying to make your number. But that hypothesis may be proven wrong, too. You might be generating plenty of activity. Your results may be poor because what you’re doing isn’t effective. (There are a lot of sales people who believe that doing more of what worked in the past will help them now. But this is a new day and a new age). Maybe the experiment you are unintentionally running is trying to win business by relying on a single [power sponsor](http://thesalesblog.com/blog/2012/04/14/companies-dont-make-decisions-people-make-decisions/) to guide you to a deal. But instead of winning you’re losing opportunities to competitors and the status quo. Your results may be telling you that you are missing something (maybe  you need more stakeholders to win). Whatever you want to improve about your life, whether it’s in sales or some other area, your underlying belief about that area of your life is what’s driving that result. If you’re killing it in some area, your hypotheses are driving those result, too. If you want to make the most of the great experiment that is your life, carefully examine your hypotheses and observe the feedback you’re receiving. Then, change them and dial in your great experiment. #### Questions Think of one area of your life where you’d like to produce greater results. What feedback are you getting in that area? What are the experiments you are running in that area of your life? What are the underlying beliefs about that area? What’s your hypothesis? What new experiment could you run to see some new results? ###### 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 January 24, 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. 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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" : "2022-06-16T3:23:38 PM", "datePublished" : "2013-01-24 21:59:56", "description" : "Experiments begin with a hypothesis. You have an idea based on your knowledge and what you intuit, and you guess at what some future result will be. You then test that hypothesis to see if it’s true. These experiments return results. 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