Fanatical Prospecting

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.

• Foreword Mike Weinberg xiSpecial Note Free Prospecting Resources xvChapter 1 The Case for Prospecting 1Chapter 2 Seven Mindsets of Fanatical Prospectors 9Chapter 3 To Cold Call or Not to Cold Call? 13Chapter 4 Adopt a Balanced Prospecting Methodology 20Chapter 5 The More You Prospect, the Luckier You Get 25Chapter 6 Know Your Numbers: Managing Your Ratios 36Chapter 7 The Three Ps That are Holding You Back 41Chapter 8 Time: The Great Equalizer of Sales 49Chapter 9 The Four Objectives of Prospecting 71Chapter 10 Leveraging the Prospecting Pyramid 84Chapter 11 Own Your Database: Why the CRM is Your Most Important Sales Tool 92Chapter 12 The Law of Familiarity 96Chapter 13 Social Selling 105Chapter 14 Message Matters 132Chapter 15 Telephone Prospecting Excellence 154Chapter 16 Turning Around RBOs: Reflex Responses, Brush-Offs, and Objections 178Chapter 17 The Secret Lives of Gatekeepers 193Chapter 18 In-Person Prospecting 201Chapter 19 E-Mail Prospecting 214Chapter 20 Text Messaging 235Chapter 21 Developing Mental Toughness 245Chapter 22 Eleven Words That Changed My Life 264Chapter 23 The Only Question That Really Matters 266Notes 271Acknowledgments 275About the Author 278Index 281

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