Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
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!
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
About the Author 278
“In Fanatical Prospecting, you’ll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb’s honest, real world approach is a refreshing and much needed wake-up call for today’s salespeople and sales leaders.” —Jill Konrath - Bestselling author of Agile Selling, Selling to Big Companies and SNAP Selling
“Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance. Fanatical Prospecting is a masterpiece.” – Anthony Iannarino, author of 17 Elements & The Sales Blog
"Jeb Blount turns the most despised activity in sales – PROSPECTING - upside down. He nails it with his insights, humor, and expertise, making this a book every salesperson, entrepreneur, and executive must read. Get ready to come away with more strategies and ideas and you’ve ever found in one place.” -- Mark Hunter “The Sales Hunter” author of High-Profit Selling: Win the Sale Without Compromising on Price
“The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now.” - Don Mikes, Senior Vice President, Penske
“I have read literally hundreds of sales books and Fanatical Prospecting is among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you.” John Spence, author of Awesomely Simple and one of the top 100 business thought leaders in the world.
“Prospecting is the core, the foundation, the heart of every successful sales effort. In Fanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade, provides answers for every aspect of successful prospecting. Blount explains core principles of prospecting in a story-telling style that begs you to write in the margins and put your own action plan into place. - Miles Austin, FillTheFunnel.com