Use networking to help drive your sales motivation. Make sure you take the time each day to make 2–3 phone calls to people on the fringes of your network or contacts you have not talked to in a while. Reaching out to them to say “hi” is a way to motivate yourself by showing interest in what they’re doing. Don’t use the time each day you have reserved for sales prospecting to make these calls. Instead, make them at the end of the day as a way to lift yourself up even more after a great day of selling. You’ll find yourself ending the day on an even happier note, which in turn will motivate you even more for the next day. As you network, you will inevitably develop new sales contacts. In this regard, you are not only improving your sales motivation, but also building your sales pipeline.

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