Fanatical Prospecting: Book by Jeb Blount

The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

Sales are the lifeblood of business. It needs hard work. The real reason superstars earn more, take home the big bonuses and win deals is this: they work harder, better and longer than the others. They proactively pursue new clients, or prospects. This is called Prospecting.

"The enduring mantra of the fanatical prospector is: One more call."

  1. Fanatical prospectors aren't scared of rejection, and they go out of their way to interrupt their prospects.

  2. Everyone hates telephone prospecting, but it's an irreplaceable tool.

  3. Social media isn't great for selling, but it's still a powerful tool for prospectors.

  4. Procrastination, perfectionism and paralysis are every prospector's worst enemies.

  5. The top salespeople adopt a mixed prospecting methodology.

"Just pick up the phone and make the call. Let the 'what ifs' take care of themselves"

Obeying the three laws of prospecting is vital to keeping your pipeline full.

Universal Law of Need - More you need something, the less likely you are to get it.

30 Day Rule - Deals you close in any 90-day window are the fruit of the prospecting you did in the 30 days prior to that.

Law of Replacement - This builds on the second law. You need to keep prospects churning through your pipeline matching your opportunities and success ratio ( Eg: Create 10 Opportunities to get 1 deal closure)

Key Message:

Social media and digital selling tools have a lot of potential, but, at the end of the day, chasing down new leads to keep your sales churning remains the secret of salesmanship. Proactive prospecting uses all available channels, from email to social media. But whatever the self-declared gurus of newfangled tech might tell you, nothing beats the personal touch of good, old-fashioned telephone prospecting. So get dialing – you’ll soon find that the human touch of a personal call can make all the difference.

Actionable advice:

Use small blocks to hit your phone prospecting targets. Chances are that phoning isn’t exactly your favorite task. So here’s a way of making it a whole lot easier on yourself: break those two hours into smaller blocks. After all, it’s much easier to hit a target like 10 calls or half an hour on the phone than 100 calls or two hours. Once you’ve done that, take a short break and give yourself a reward. That could be anything from a cup of coffee to a quick stretch. Block your time like this, and you’ll be amazed how much easier it is to meet your daily goals.