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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

  • Downloads：6226
  • Type：Epub+TxT+PDF+Mobi
  • Create Date：2021-04-12 11:55:34
  • Update Date：2025-09-06
  • Status：finish
  • Author：Jeb Blount
  • ISBN：1119144752
  • Environment：PC/Android/iPhone/iPad/Kindle
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Summary

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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Reviews

Vaibhav Kaushik ，

Good for beginners。 Till 60% of the book I kept reading the sentences， "We'll learn that in chapter so and so"。 I felt it had very little to offer in terms of actual learning and scripts and more to do with encouragement。 Good for beginners。 Till 60% of the book I kept reading the sentences， "We'll learn that in chapter so and so"。 I felt it had very little to offer in terms of actual learning and scripts and more to do with encouragement。 。。。more

Michelle Love ，

Jeb is full of fluff and not much content。

Tauri Laane ，

The author has a lot of experience from the field and has trained hundreds of sales crews to perform better。 A good book covering a lot of topics。

Hayes ，

Plenty of fluff。

Luke ，

Ok。

Zach Weber ，

A roadmap to being a successful telephonic salesperson。 Each page is filled with inspiration。 I Read this after I had tough days on the job and it’s almost like the answer was in the book waiting for me。 Highly recommend this if you work in sales。

Lewis Elsey ，

A solid sales book to keep you focused！

Anders Tiltnes ，

Some good parts

Violaine Jacques ，

A great beginner's read to the world of sales and prospecting。 Jeb Blount is straight to the point and gives quick and actionable advice for young professionals new to the field。 A great beginner's read to the world of sales and prospecting。 Jeb Blount is straight to the point and gives quick and actionable advice for young professionals new to the field。 。。。more

Lisa ，

Jeb lays it down with no doubt in your mind how to succeed in sales。 Work is the bottom line do it and do it well！ It took me a long time to finish because it is work！ Now to pit all these things into practice！

Kevin Acton ，

Good coverage of the basics on prospecting。 I like Jeb's writing style。 I plan to check out his website and one of his podcasts。 Good coverage of the basics on prospecting。 I like Jeb's writing style。 I plan to check out his website and one of his podcasts。 。。。more

Margot Note ，

"In sales， business， and life， there are only three things you can control:1。 Your Actions2。 Your Reactions3。 Your Mindset" （6）。 "One of the commonalities that I observe among top salespeople and fantastical prospectors across all market segments--inside and outside--is manual tracking of activity。 They each have their own style and means of tracking their numbers， but the one thing they all know is exactly where they stand" （40）。 "Top performers organize their day into distinct time blocks dedi "In sales， business， and life， there are only three things you can control:1。 Your Actions2。 Your Reactions3。 Your Mindset" （6）。 "One of the commonalities that I observe among top salespeople and fantastical prospectors across all market segments--inside and outside--is manual tracking of activity。 They each have their own style and means of tracking their numbers， but the one thing they all know is exactly where they stand" （40）。 "Top performers organize their day into distinct time blocks dedicated to specific activities， concentrating their focus and eliminating distractions within those blocks。 They develop outside sales territory plans that minimize drive time and inside sales plans that organize their database and resources to get the most out of each sales day。 They delegate nonessential and nonselling tasks to their support teams。 They are flexible， adaptive， and creative in their quest to maximize time for selling and minimize distractions that steal their commission checks" （50）。 "When someone hurts you， your body and mind fill with energy and adrenalin for revenge。 Take advantage of that gift of energy to get better， because achievement is the ultimate revenge" （192）。 "Everyone wants the glory of the close， but most people are unwilling to grind--to pay the price for success。 In any endeavor， success is paid for in advance with hard work。 In sales， success is paid for in advance with prospecting。 you will never excel at anything if you don't put the hard work in first" （249）。 。。。more

Josh Shelton ，

Best book on prospecting I’ve read

Tasha ，

A few nuggets of practical goodness hidden in the midst of all the words。 So many "business" books are like this and could be easily communicated more effectively in a white paper or bulleted list。 I struggle with his continued assertion that everyone hates prospecting （they don't） and is crushed by rejection （they aren't）。 Many of his points about grit， resilience， and working harder are rooted in privilege and don't recognize the impacts of those elements on equity and inclusion。 A few nuggets of practical goodness hidden in the midst of all the words。 So many "business" books are like this and could be easily communicated more effectively in a white paper or bulleted list。 I struggle with his continued assertion that everyone hates prospecting （they don't） and is crushed by rejection （they aren't）。 Many of his points about grit， resilience， and working harder are rooted in privilege and don't recognize the impacts of those elements on equity and inclusion。 。。。more

Tim Wright ，

One of the most comprehensive， helpful， and motivational reads for anyone in sales。

Grant Barnes ，

Read with my sales team。 Definitely a worthy read for anyone in sales。 Good mix of rah rah and practical suggestions。 My favorite thing was how many things my team told me， “you’ve told us to do so many of these things” 。。。imagine that， ha

Adrian ，

Best hands on guide I’ve ever read and usedThe thing I love most about the book is that I am able to use it right away in my daily sales and prospecting （I don’t make a difference here） activities。 Thx Jeb。I would suggest you read it at your desk with a notebook， pen， phone and computer next to you for immediate practice， but we all have our own methods。

Kris ，

A good read on sales。 All about prospecting methods， what works， what won't work unless you do it。 A good read on sales。 All about prospecting methods， what works， what won't work unless you do it。 。。。more

Amin Mo ，

2。5/5It’s funny how many sales books are there; I have been reading for over a year and a half， and I recently noticed that sales-books are the most prevalent business books， more than personal finance， marketing， economics， despite the fact that it isn’t particularly a role that will strike you to be this demanding。 But when you think about it， sales books， are the most selling - makes sense。The thing about education， is that you don’t have to actually be working in what you’re teaching - espec 2。5/5It’s funny how many sales books are there; I have been reading for over a year and a half， and I recently noticed that sales-books are the most prevalent business books， more than personal finance， marketing， economics， despite the fact that it isn’t particularly a role that will strike you to be this demanding。 But when you think about it， sales books， are the most selling - makes sense。The thing about education， is that you don’t have to actually be working in what you’re teaching - especially in sales。 A month back I saw an interview for Jordan Belford podcast with Cardone。 I read “Sell or Be Sold” by Cardone and I thought it was quite a good book （gave it five stars）。 When Cardone was interviewed， he flopped so bad it was the biggest humiliation of his life; the man wasn’t a salesperson。 And I get this feeling from the book。The book was just under “ok”。 It did bring new things to the table， but nothing really concrete; it was poor material。 It is supposed to be a prospecting book， but nothing about finding prospects was shown in the book。 All the author said was that salespeople should develop the right mentality， try different methods， and shouldn’t be scared of calling prospects， basically all-too-familiar bullshit。 I always sit down after my reading and summarize everything I learnt on a Word DOC， sometimes the books are so bad I have nothing to write， and then I’m forced to right a few paragraphs for the sake of making a record， but this time I didn’t do that， because it’s simply not informative。This isn’t a good book， it didn’t provide value， it was poorly written， I’m not a fan of the writing style （which is btw similar for all sales book in particular）。 There are better books out there， leave this one。 。。。more

Lorraine Haataia PhD ，

Is it possible for a book on sales to be uplifting？ It is if it's written by Jeb Blount。 Through years of selling experience， he has figured out the secret to successful selling。 He teaches the importance of knocking out dozens of sales calls in a golden hour and then before the day ends to make one more call。 When things don't go so well on one call， his advice is simple。 N-E-X-T。 Move on to the next prospect。 This book has had an immediate impact on how I view sales for my company。 I now know Is it possible for a book on sales to be uplifting？ It is if it's written by Jeb Blount。 Through years of selling experience， he has figured out the secret to successful selling。 He teaches the importance of knocking out dozens of sales calls in a golden hour and then before the day ends to make one more call。 When things don't go so well on one call， his advice is simple。 N-E-X-T。 Move on to the next prospect。 This book has had an immediate impact on how I view sales for my company。 I now know that if we follow his advice， our company will grow and prosper。 Jeb didn't delegate to someone else to record his audiobook。 He took the time and effort to do it on his own。 This is a tribute to his authenticity。In a day where lots of sales and work processes are being automated， Jeb reminds his readers to be genuinely nice people。 He urges us to put ourselves in the shoes of the person we're selling to。 A good CRM system and diligent note-taking habits are vital for tracking all the details it takes to get to know your prospects。 This takes time and effort， but this is exactly what it takes to stand out。Jeb， I loved your book！ Thank you for taking the time to share your sales wisdom。 。。。more

Fahim Sachedina ，

Filled with some guiding principles and key techniques anyone can use。 Thought this would be lacking substance but it had some good tactical steps to meet your customers' objectives。 Highly recommend this read to all commercial teams。 Filled with some guiding principles and key techniques anyone can use。 Thought this would be lacking substance but it had some good tactical steps to meet your customers' objectives。 Highly recommend this read to all commercial teams。 。。。more

Nick ，

Great book to get into sales

Maximo ，

Real good book for sales people。 Has very good insight on the importance of calling on prospects。 Gives you very pointers on how to contact prospect in every way of the process。 A must read if you work or are planning to work in sales。

Arvin Tate ，

Great for new people in b2b

Ben Donahower ，

Tactically and psychologically excellentI learned quite a bit from this book。 Great information about the craft of sales。 Peppered throughout there were big picture and abstract points that hot the mark just the same。 I wouldn't call this book motivational but it was motivated。。 maybe that makes no sense but I mean to say that the authors roll up your sleeves and get to work perspective gets your blood pumping。 Tactically and psychologically excellentI learned quite a bit from this book。 Great information about the craft of sales。 Peppered throughout there were big picture and abstract points that hot the mark just the same。 I wouldn't call this book motivational but it was motivated。。 maybe that makes no sense but I mean to say that the authors roll up your sleeves and get to work perspective gets your blood pumping。 。。。more

Jigar Dave ，

This is a go to guide in prospecting which puts to an end long held prospecting myths。 A must read for sales folks。

Clay Moeller ，

This one took me awhile to finish。 Started it prior to having a sales role， then started it over again after working as an SDR。 Like most sales/biz/self help books， there is more fluff in here than there needs to be， and the ending is all motivational speak nonsense （small town football analogy） but there is good advice smattered within it。 The main points for me were:Prospecting never quits being a vital part of a salesperson’s role， whether they’re working the top of the funnel or the bottom o This one took me awhile to finish。 Started it prior to having a sales role， then started it over again after working as an SDR。 Like most sales/biz/self help books， there is more fluff in here than there needs to be， and the ending is all motivational speak nonsense （small town football analogy） but there is good advice smattered within it。 The main points for me were:Prospecting never quits being a vital part of a salesperson’s role， whether they’re working the top of the funnel or the bottom of the funnel with respect to their title。 When you stop prospecting， it will 9/10 bite you in the ass。 Prospecting is never fun， accept that， set goals， hit numbers， learn to manage the mindset。 Cold calling is not dead and will not die for any currently foreseeable reason。 It is the most powerful form of prospecting， but is best supplemented with emails， social and possibly in person and lo-fi （mail） outreach。 How to avoid sales slump， and how to get out （hint: don’t ever stop prospecting even when you’re “up”） Basic “know your numbers” “work backwards” goal management。 “The golden hours” when to prospect， protect them （hint: there is no secret time， just make sure you don’t skip your prospecting blocks） Delegate （this one is a little early for an SDR to relate to） Some basic qualification， meeting etiquette and rapport building insight， not much here， as this book is more about prospecting methodology than relational or verbal techniques。 Some basic marketing， branding talk， etc。 Voicemails， how when why （broad overview） RBO （overcoming objections - basic overview） How to craft great emails （pretty good overview， honestly） Text messaging， how when why （broad overview） Motivational speak End。 Overall I would say this should be essential reading for any new to the game SDRs or BDRs as it will make you realize you are not alone， understand what your day to day will look like and the challenges you will face， as well as how to build some good structure in your prospecting methodology。 There is some good actionable info on crafting copy and scripts， but you need to dig deeper into other sales books to really get into that and conversational techniques。 This is essentially a motivational “how & why you should never stop prospecting” book。 Glad I finished it。Thinking I will start “Never Split the Difference” next， and revisit the classic “How to Win Friends” that I haven’t read since high school。 。。。more

Rachel Chan ，

Really easy to read （+ entertaining） and very actionable advice。 Super annoying because I felt like I wanted to highlight almost everything in the book。 Loved the tip on blocking out specific no-distraction time to focus on valuable prospecting activities。 Would recommend to anyone in sales :）

Steve ，

Straight talk。 Cowards need not read this。。。

Ahmad hosseini ，

This book is one of the best book I read about #sale。 It was suitable for me because I am newbie in sale。 Dealing with rejection and hearing “No” from the customers is most interesting topic in the book for me。 Author provides a simple framework for dealing with these situations and how to convert them to a suitable status。Author talks about telephone #prospecting， email prospecting， social prospecting and etc。 and explains most important tips related to each of them。

Reference

google book https://www.google.com/search?tbm=bks&q=Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

hathitrust digital library https://babel.hathitrust.org/cgi/ls?q1=Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling&field1=ocr&a=srchls&ft=ft&lmt=ft

The British Library https://bll01.primo.exlibrisgroup.com/discovery/search?query=any,contains,Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling&tab=LibraryCatalog&search_scope=Not_BL_Suppress&vid=44BL_INST:BLL01&lang=en&offset=0