---
title: Do, rather than study, to create a culture
description: "Want to create a culture? Follow the advice here and in 'Mansfield's Book of Manly Men: An Utterly Invigorating Guide to Being Your Most Masculine Self.'"
image: https://thesaleswhisperer.com/hubfs/Blog_Featured_Images/pexels-31170795.jpg
---

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 Jun 13, 2025

# Do, rather than study, to create a culture

![Picture of Wes Schaeffer](https://thesaleswhisperer.com/hs-fs/hubfs/Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png?width=50&name=Wes%20Schaeffer%2c%20The%20Sales%20Whisperer%20black%20white.png) [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)

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Mansfield's Book of Manly Men: An Utterly Invigorating Guide to Being Your Most Masculine Self

I'm reading "[Mansfield's Book of Manly Men: An Utterly Invigorating Guide to Being Your Most Masculine Self](http://amzn.to/2mff9OR)."

And while some knee-jerk readers will make the Mt. Everest jump to conclude it's a woman-bashing read, nothing could be further from the truth.

The book is filled with both Biblical and leadership quotes, with sections on honor, friendship, blessing, integrity, humility, sacrifice and more.

One of the main points that I've taken away from the book so far - I keep putting the book down to ponder, to research, and to act - is that you can study and get smarter, or immerse yourself, implement, change and grow.

> **Do, rather than study, to create a culture."**

On a daily basis I am both shocked and saddened by the labels people give themselves and the manner in which they toot their own horns, yet are vacuous, superficial and completely void of any skills or expertise that would warrant such a claim as "expert" or "guru."

Now don't get me wrong. I'm all for positive self-talk and even a degree of "fake it 'til you make it" if it will give you the motivation to get out and do something.

But most people in today's selfie-obsessed, instant-gratification world think just by coming up with a catchy title and cute elevator pitch, they are suddenly the cat's meow.

While I've always known this to be false, it's nice to see it proudly declared and supported in Mansfield's book.

Leaders lead by leading. Not by talking about leading. They charge the hill and when others follow they realize they are leaders.

You have too many books, belong to too many LinkedIn and Facebook Groups, have too many social media accounts, and have too many unopened and un-acted-upon courses sitting on our hard drives, in the cloud or shrink-wrapped on our bookshelves.

You know what to do to get where you want to go.

It's important, which is why it's nagging you.

It's scary, which is why you haven't started, yet.

You're scared because you don't feel ready. You don't want to come up short and have others laugh at you. You don't want to lose money or be called a silly dreamer or a shirker of responsibilities.

So you keep reading and studying in solitude and anonymity thinking "they" are right and that next year, after the next course, you'll be ready.

It reminds me of the great proverb that God doesn't call the qualified. He qualifies the called.

You don't know what you don't know until you start.

Goals are great, but direction is most important. Know that you are pointed in the right direction and release the brake, step on the gas, open the sunroof and create the life and the culture you want and the world needs.

#### *[Grow your sales with this book](https://whisper.spiffy.co/checkout/the-way-book/).*

Thank you for checking out this session of The Sales Whisperer® podcast. If you haven’t done so already, I would love if you left a quick rating and review of the podcast on [iTunes](https://itunes.apple.com/us/podcast/sales-whisperer-sales-marketing/id655310847?mt=2) by clicking on the link below! It would be extremely helpful for the show!

Or just **[contact me](https://www.thesaleswhisperer.com/meetings/wes15)** and we'll set a time to speak.

 Market like you mean it. Now go sell something.

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