Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb…
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Ditch the failed sales tactics, fill your pipeline, and crush your number
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development―prospecting.
The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. You’ll learn:
- Why the 30-Day Rule is critical for keeping the pipeline full
- Why understanding the Law of Replacement is the key to avoiding sales slumps
- How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
- The 5 C’s of Social Selling and how to use them to get prospects to call you
- How to use the simple 5 Step Telephone Framework to get more appointments fast
- How to double call backs with a powerful voice mail technique
- How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond
- How to get text working for you with the 7 Step Text Message Prospecting Framework
- And there is so much more!
Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It’s time to get off the feast or famine sales roller-coaster for good!
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Additional information
| Publisher | 1st edition (6 Nov. 2015), Wiley |
|---|---|
| Language | English |
| Hardcover | 304 pages |
| ISBN-10 | 1119144752 |
| ISBN-13 | 978-1119144755 |
| Dimensions | 14.73 x 3.05 x 21.84 cm |
by Mendy
Really insightful for people who lack experience
by Tanya H.
Great book, I don’t waste my time on many books but this one was well worth it. I’m glad I came across it.
by C Scott
The message in this book is important, consistent, regular prospecting is crucial. The book goes off on slight tangents at times and could probably be summarised in half the number of pages. Nevertheless, it’s an important book that should be read by the vast majority of business owners and sales pros.
by Thomas
I was reading this book to help apply it to my real life and the things I was doing and I did get some real value out of it that has stuck with me from I read it but the only problem is that I could not finish it as I got 160 pages in and the chapters got longer and all they were filled with was story’s about his life and experiences that I was sick for hearing for the millionth time.
Don’t get me wrong I would love to meet this guy and talk with him because he seems he provides genuine value it’s just some books I’ve noticed can be summed up a lot quicker in most chapters and this is definitely one of them.
One thing I’ve learned about the internet is that people don’t really care about you all that much it’s about what you do for them like make them laugh, entertain them, provide a service or info on a topic and I think most sales people are missing that today.
I get it’s important to help people understand you and what you do to help them understand why they should listen to you but people do not like too much information and when it comes to the point where you toot your own horn or talk about your life too much it kills the motivation of the person behind the screen wanting to use your service and possibly return.
Overall decent read just got a bit dragged out towards the end.
by @Timothy_Hughes
It’s about prospecting as it says on the cover. Jeb takes you through the process of why prospect, to the different reasons why there needs to be a prospecting culture within a company and why as a sales person you need to prospect. If you are new to sales or just want to update yourself on prospecting then go for it. Of course there isn’t anything earth shattering new in here, we have been prospecting for years, but hey if prospecting 101 is what you want. It’s a good start.
by Alicia Jones
This is one of the best books about sales, prospecting and other activities I’ve read so far. I found the book on a blog post and I was hooked by the title and it did not disappoint, but even if you are not a fanatical prospector the book is packed with the basics of how, tools & tips (the benefits of adopting a CRM tool), social media for prospecting and some really good anecdotal references which make the book easy to read and digest. The research and the references at the back are useful too. This book has pride of place in my growing library and certainly gave me a boost to my prospecting mojo and a reminder to do what you need to do to get in front of prospects, before the real work begins. Thanks for writing Jeb, love it!!
by PeeJay
Jeb has a very engaging and honest style of writing which makes the book really enjoyable.
But that’s not what this is about. He describes many examples of failures and feelings that I could relate to.
I think what I’m continuing to learn about success is that a lot of it’s about learning to override how you feel when you fail or don’t get the successful outcome you’d hoped for. It’s about acknowledging it and carrying on anyway. Not giving up. Not taking a break. Keeping going.
When you read how someone as successful as Jeb has experienced the gammet of emotions all of us have and goes on to succeed, you can recognise that you can too. I think this book tells me that no matter how good your actual sales techniques are, the most important thing is to keep going. You might want to give up after 99 rejections but that last call could be a sale.
Life is entirely a numbers game.
by Trader Bhoy
I was expecting a lot from this book, given eery single review was 5 stars. Maybe I want more “specific how to” and example scripts than other people. The book is basically a good motivational book about prospecting but is very thin on actual scripts you can use. The ones he does have are fairly basic and the structure of scripts help but you can really improve them with a little thought. I rarely skips chapters but did so in this book to try and get to the meat: scripts, real examples, etc. Was very little of that and disappointing overall. Good for a starter I guess but most of things here are fairly basic. Gitomer’s Sales Bible is in a different league, as is SPIN Selling (the SPIN field book is worth buying too); truly excellent books and I’m starting to think they are probably all you need to excel in sales.