Description
Book SynopsisDitch 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.
Trade ReviewIn 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
Table of ContentsForeword 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
