If your job involves sales and outreach, your routine likely involves multiple conversations with prospective clients. A call here, another call next week (that’s rescheduled for the following week…), etc.

You might be diligent about the followups and staying on the radar of your prospects, but I’m not convinced that this counts as work. Work is making what you’re selling discussion-worthy. Work is helping to build something that causes your phone to ring.

Work is doing what no one else has the guts to do, consistently, because that’s what’s needed.