--- title: What It Means to Hustle | The Sales Blog description: Hustle means that you should work harder, that you should work with a great sense of urgency and that you should focus your attention. Learn more! image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_286366157.jpg --- ### [Now booking SKO meetings for 2026/27! 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It has nothing to do with the hours you work. It doesn’t require an 18 hour day, but there is nothing wrong with working long days if that is what you need to do. It has nothing to do with being an entrepreneur unless you are an entrepreneur. You can hustle while you are working for the man, and that can be an extraordinarily rewarding endeavor. [Jamie Dimon](https://en.wikipedia.org/wiki/Jamie_Dimon) reports to a board of directors, and he owns some shares. Not the company. ## Hard Work Makes Dreams Come True You aren’t “hustling” just because you have a startup, unless you are working hard. Talking about your business is not the same thing as doing the work of propping up a business. It sure as Hell isn’t about showing up at conferences with a business card and tee shirt with your logo on it. To hustle is to [work hard](http://thesalesblog.com/2012/12/01/want-success-work-harder/). ## Act With Haste Too few people work with a sense of urgency. Instead, they spend their days “at work,” reacting to things that come their way, almost none of which is urgent. [Urgency](http://thesalesblog.com/2014/07/05/the-hustlers-playbook-hustlers-act-with-a-sense-of-urgency/) is what makes you a hustler. In the words of [Lin-Manuel Miranda’](http://www.linmanuel.com)s Burr, “Why do you write like you’re running out of time? Write day and night like you’re running out of time. Every day you fight like you’re running out of time . . .” To hustle is to work like you are running out of time. Time, the one finite, completely non-renewable resource of which you are given an allotment free and clear, yours to do with what you will. Or yours to squander. Waste not, want not. ## Do Meaningful Work Most of the things that have your attention do not deserve your attention. Almost everything is a [distraction](http://thesalesblog.com/2016/08/03/awareness-and-distraction/). Except the very things that produce the results that you want to produce. The things that are aligned with your purpose. The things that make up the meaningful work you were put here to do. Hustle isn’t talk. Hustle isn’t glamorous. Hustle isn’t hours worked. It’s the hard work that most people won’t do because they’d rather be comfortable than stretched. It’s the sense of urgency that compels you to produce. Today. Right now. It’s the one, two, or three things that produce results and make a difference, the things you are going to point to as your contribution and your legacy. Are you working like you’re running out of time? You are running out of time. ###### Tags: [Sales](https://www.thesalesblog.com/blog/tag/sales) [2016](https://www.thesalesblog.com/blog/tag/2016) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on August 10, 2016 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) ![salescall-planner-ebook-v3-1-cover (1)](https://www.thesalesblog.com/hs-fs/hubfs/salescall-planner-ebook-v3-1-cover%20(1).jpg?width=768&height=994&name=salescall-planner-ebook-v3-1-cover%20(1).jpg) ### Free Sales eBook: Sales Call Planner Planning your sales call improves the likelihood of making a successful call, and it demonstrates to your dream client your professionalism. 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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" : "2021-09-17T1:52:54 PM", "datePublished" : "2016-08-10 21:54:24", "description" : "Hustle means that you should work harder, that you should work with a great sense of urgency and that you should focus your attention. 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