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Hustlers don’t dabble. They aren’t tinkerers. Whatever their hustle, they’re all in. They learn what they need to know so that they can perform at the highest level. They study successful people to learn how they generate the best results. A hustler invests the time, energy, and money to gain the competencies necessary to lead in the area where they have chosen to hustle.

The non-hustler dabbles. They play in some area for a little while, and they gain a modicum of skill. But they never go deep enough to gain the competencies necessary to succeed. The non-hustler is unbelievably excited by the same ideas as the hustler, but their enthusiasm fades when the work gets hard. This fading enthusiasm why they end up being only mediocre in their field.


The non-hustler isn’t easily distracted. They see a lot of things that are interesting, but none interesting enough to pull them away from their primary ambition. The hustler can stay with their one thing long enough to differentiate and distinguish themselves. It’s easy to tell a hustler from a non-hustler because the level of understating and expertise of the Hustler is so much greater. They build themselves by staying focused, learning, and developing themselves over a long period.

The non-hustler gets distracted. When they recognize they aren’t producing the results they want, they glom on to something new. That “something new” is exciting, interesting, and looks easier. But the non-hustler eventually abandons what they started when results don’t come as quickly as he hoped.


The hustler doesn’t take half measures. They push all their chips into the center of the table and bet big on themselves. It’s this commitment that propels the hustler past the pretenders. The hustler is playing the game at a higher level, a level most are afraid to play.

The non-hustler takes half-measures. They want to play, but they fear that by going “all in,” that they will lose. They fear failure, and they fear that they aren’t good enough to succeed. None of their fears are true, but those fears proven the non-hustler from succeeding where the hustler succeeds.

Post by Anthony Iannarino on October 10, 2015

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at 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. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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