Fanatical Prospecting: The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
- 4h 11m
- Jeb Blount
- John Wiley & Sons (US)
- 2015
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!
About the Author
Jeb Blount is a Sales Acceleration Specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design.
Through his companies--Sales Gravy, Channel EQ, Level 4 Training, and Innovate HCG--Jeb advises many of the world's leading organizations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management.
Jeb spends more than 250 days on the road each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe.
As a business leader, Jeb has more than 25 years of experience with Fortune 500 companies, SMBs, and start-ups. He has been named one of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales experts to follow on Twitter (Evan Carmichael), a top 100 most innovative sales blogger (iSEEit), a top 20 must-read author--People Buy You--for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history; among many other accolades.
He is the author of seven books.
In this Book
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Fanatical Prospecting─The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
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Foreword
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Special Note─Free Prospecting Resources
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The Case for Prospecting
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Seven Mindsets of Fanatical Prospectors
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To Cold Call or Not to Cold Call?
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Adopt a Balanced Prospecting Methodology
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The More You Prospect, the Luckier You Get
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Know Your Numbers─Managing Your Ratios
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The Three Ps That Are Holding You Back
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Time─The Great Equalizer of Sales
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The Four Objectives of Prospecting
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Leveraging the Prospecting Pyramid
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Own Your Database─Why the CRM Is Your Most Important Sales Tool
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The Law of Familiarity
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Social Selling
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Message Matters
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Telephone Prospecting Excellence
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Turning Around RBOs─Reflex Responses, Brush-Offs, and Objections
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The Secret Lives of Gatekeepers
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In-Person Prospecting
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E-Mail Prospecting
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Text Messaging
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Developing Mental Toughness
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Eleven Words That Changed My Life
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The Only Question That Really Matters
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Notes
