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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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!

Product Details

ISBN-13: 9781119144755
Publisher: Wiley
Publication date: 10/05/2015
Pages: 304
Sales rank: 17,060
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 after keynote 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 Most Influential Leaders in Sales and Marketing by Top Sales Magazine and one of the World's Top 30 Social Selling Influencers by Forbes.

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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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