Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

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Product Details

ISBN-13: 9781119144755
Publisher: Wiley
Publication date: 10/05/2015
Pages: 304
Sales rank: 20,076
Product dimensions: 5.70(w) x 8.40(h) x 1.20(d)

About the Author

JEB BLOUNT is a sales acceleration specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. He is a sought afterkeynote speaker and trainer and advises many of the world's leading organizations and their executives. Jeb has been recognized as one of the Top 50 MostInfluential Leaders in Sales and Marketing by Top Sales Magazine and one of the World's Top 30 Social Selling Influencers by Forbes.

Table of Contents

Foreword Mike Weinberg xi

Special Note Free Prospecting Resources xv

Chapter 1 The Case for Prospecting 1

Chapter 2 Seven Mindsets of Fanatical Prospectors 9

Chapter 3 To Cold Call or Not to Cold Call? 13

Chapter 4 Adopt a Balanced Prospecting Methodology 20

Chapter 5 The More You Prospect, the Luckier You Get 25

Chapter 6 Know Your Numbers: Managing Your Ratios 36

Chapter 7 The Three Ps That Are Holding You Back 41

Chapter 8 Time: The Great Equalizer of Sales 49

Chapter 9 The Four Objectives of Prospecting 71

Chapter 10 Leveraging the Prospecting Pyramid 84

Chapter 11 Own Your Database: Why the CRM Is Your Most Important Sales Tool 92

Chapter 12 The Law of Familiarity 96

Chapter 13 Social Selling 105

Chapter 14 Message Matters 132

Chapter 15 Telephone Prospecting Excellence 154

Chapter 16 Turning Around RBOs: Reflex Responses, Brush-Offs, and Objections 178

Chapter 17 The Secret Lives of Gatekeepers 193

Chapter 18 In-Person Prospecting 201

Chapter 19 E-Mail Prospecting 214

Chapter 20 Text Messaging 235

Chapter 21 Developing Mental Toughness 245

Chapter 22 Eleven Words That Changed My Life 264

Chapter 23 The Only Question That Really Matters 266

Notes 271

Acknowledgments 275

About the Author 278

Index 281

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Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text 4.7 out of 5 based on 0 ratings. 3 reviews.
Anonymous More than 1 year ago
There are no magical recipes for closing, you have to prospect all the time, keep your pipeline full, use every channel with balance and if you have access to one, also exploit your CRM for your benefit. Sales is not for everyone, rejection is a constant and you need to deal with it. "Cold calling" is not dead.
Anonymous More than 1 year ago
This book gives me clear roadmap to success. Combine this with strong personal motivation and you’ll be unstoppable
LauraMadison More than 1 year ago
Unbelievable. Absolutely the best sales book I've ever read. Jeb gives you tangible, actionable strategies and leaves you no excuses. I highly recommend this book to any salesperson, team or leader.