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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 (Jeb Blount)

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Format: Hardcover


Description

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 fullWhy understanding the Law of Replacement is the key to avoiding sales slumpsHow to leverage the Law of Familiarity to reduce prospecting friction and avoid rejectionThe 5 C’s of Social Selling and how to use them to get prospects to call youHow to use the simple 5 Step Telephone Framework to get more appointments fastHow to double call backs with a powerful voice mail techniqueHow to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respondHow 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! Read more

Publisher ‏ : ‎ Wiley; 1st edition (October 5, 2015)


Language ‏ : ‎ English


Hardcover ‏ : ‎ 304 pages


ISBN-10 ‏ : ‎ 1119144752


ISBN-13 ‏ : ‎ 55


Item Weight ‏ : ‎ 15.3 ounces


Dimensions ‏ : ‎ 5.8 x 1.2 x 8.6 inches


Best Sellers Rank: #4,677 in Books (See Top 100 in Books) #1 in Telemarketing (Books) #4 in Direct Marketing (Books) #8 in Sales & Selling (Books)


#1 in Telemarketing (Books):


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Top Amazon Reviews

    • I’m the guy who didn’t need the book, and I’m delighted with it!
From my point of view, Fanatical Prospecting is a great personal development book. It is probably good for prospecting too. I don’t prospect. I fear rejection like any sane person, and according to Jeb Blount, the author of "Fanatical Prospecting:" "prospecting is hard, grueling, rejection-dense work.” Thus, I built my business ventures to avoid prospecting and rejection. My customers come to me; I don’t look for them. I qualify them before I get on the call with them. And I don’t really need new customers. My attrition rates are low. A few new customers a month is more than enough for me. When COVID robbed me of my health and sanity, I did nothing in my business for three months. My revenue slumped only by about 50%. I didn’t really need to read this book. I read it because it was a lecture in my mastermind. And I don’t regret it at all. No CONS Usually, I start my reviews with some negatives. Well, I cannot do it with Fanatical Prospecting. I’m the guy who didn’t need the book, and I’m delighted with it! I liked everything in Fanatical Prospecting. On the other hand, I can enumerate a massive list of… PROS 1. Very well written. I’m an avid reader. I read 50-100 books a year. And Fanatical Prospecting stood out, significantly. It’s a nonfiction book that reads a bit like a thriller. It has just enough stories to illustrate the points. These are real-life stories, short and to the point. The author doesn’t beat the dead horse. The material is meaty and delivered in a common, simple, understandable language. This is just a great read. Which leads me to another PRO… 2. Extremely Quotable. I have 157 highlights of this book in my Kindle. It easily positions it among the top 5% of the books I read. Maybe even 1%. Most of those highlights were great soundbites – powerful one-liners, like: "In sales you are owed nothing!” “Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” “Elite salespeople, like elite athletes, track everything.” “Effective delegation begins with effective communication.” The above is just a sample out of dozens and dozens of great quotes I highlighted. 3. Brother from Another Mother. I also liked the book because it was so in line with my own personal philosophy. I found myself nodding furiously in agreement about every other chapter. The importance of tracking? Checked. "You cannot be delusional and successful at the same time. Delusion gets you nowhere.” The importance of perseverance? Checked. "Just remember. In sales persistence always wins. Always.” The importance of small consistent daily actions? Checked. "Every major failure in my life has been a direct result of a collapse in my self-discipline to do the little things every day. Frankly, that is all failure really is.” Every fear is real? Checked. "This is why you feel physically anxious before you ask. Your mind reels, palms sweat, stomach tightens, and muscles become tense as you subconsciously prepare for ‘no.’ This is the root cause of your feeling of fear.” C’mon! This is the exact description of what I had felt when I worked on overcoming my shyness. To the letter. It’s like Jeb had been in my head and described my bodily sensations. 4. Secrets of Trade. Jeb has the amazing ability of getting to the essence of things. Fanatical Prospecting is full of tiny tidbits revealing secrets hidden in plain sight. Just a few of them: "The secret: Speak in public, regularly.” This refers to the secret of being good with sales calls. I wouldn’t have ever thought of it. But hey, Jeb is the expert here. If he states that public speaking makes you a better salesman, who am I to argue? "There is only one technique that really works for getting what you want on a prospecting touch. Ask.” Amen to that. We overcomplicate things, not only in the sales process, but in life. One technique; drop mike. "The easiest, fastest way to get someone’s attention is to use the most beautiful word in the world to them—their name.” How to Win Friends and Influence People 101. Yet, it’s the underutilized secret even for those who read the book. "The ‘single most powerful technique’ to get past gatekeepers is to use please twice.” “Yes, it’s as easy as this. ‘Please, could you connect me with your boss, please?'” 5. Ruthlessly Honest. I loved how the book started – from telling why the sales profession is so hard and so profitable at the same time. "Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” Jeb Blount doesn’t beat around the bush. He goes straight to the point and he doesn’t try to paint the sky pink. If something is “hard, grueling, rejection-dense” (another of his description of prospecting), he states it in plain words. The author is also not afraid to articulate his position on things that get on his nerves. They get on my nerves too. "Political correctness has run amuck.” “In your life, mediocrity is like a broke uncle. Once he moves into your house, it is nearly impossible to get him to leave.” 6. Funny. Not hilarious. Just funny enough to crack a smile from time to time and lighten the mood. And Jeb’s sense of humor is right down my alley. "Privacy? Forget about privacy. You are in sales.” “(…)smartphone. Twenty minutes later, you find yourself watching a video of a chimpanzee riding a giraffe around a circus tent and can’t remember how you got there.” “Get it through your thick skull that nobody cares about you or what you have to say. They want to talk about themselves.” 7. Productivity Tips. I consider the productivity tips sprinkled throughout the book to be the most universal message of Fanatical Prospecting. Seriously, stay-at-home moms could have used them with success. "For salespeople, though, most time management problems are self-inflicted.” Most time management problems are self-inflicted for every profession where you are free to choose your own schedule. Every freelancer, health practitioner with a private practice, business owner or even independent specialist in the corpo environment commits the same productivity sins. "The two biggest prospecting derailers for sales professionals are e-mail and mobile devices.” “Those are the two biggest derailers for everyone who works with a mobile device and/or email.” “You cannot be efficient when you are constantly being distracted.” The above applies to virtually everybody. Yet, with the stubbornness worthy of a better cause, everybody tries to multitask. "The most expensive thing you can do in sales is spend your time with the wrong prospect.” That hit too close to home. I already pre-qualify my prospects; yet, still the most worthless time I spent is on the prospecting calls with someone I shouldn’t have been speaking in the first place. 8. Personal Development. Especially the last part about mental toughness was very inspiring. If Jeb wasn’t a great salesman, he could’ve become a great motivational speaker. Mental toughness is just icing on the cake. The whole book is full of powerful statements which applies directly to one’s ability to be honest with themselves and do the work. Self-discipline, self-awareness, proper planning, mental attitude – those things are the part of the sales and prospecting processes as much as they are part of life. As I already stated, I didn’t need to read Fanatical Prospecting very much. I’m a business owner, but I’m in the early stage of my business, where my sales skills are not crucial for my success. However, as a solopreneur, I am my business. So, while the prospecting message was mostly an interesting piece of research for me, the personal development teachings ‘in the background’ were the most valuable for me. Summary I recommend this book for every entrepreneur. If your business depends on your sales skills, you will find it doubly valuable. However, I found "Fanatical Prospecting" a personal development book first and foremost. And a great one in this field too. The last time I checked, every single human being could have used some more personal development. Thus, I wholeheartedly recommend Jeb Blount’s book to everyone. ... show more
Reviewed in the United States on April 30, 2022 by MS
    • A Must Read…More Than Once!
Thank you Jeb for pouring out your experiences and research and packing this book with not only theories but actionable things to do. I gained a lot of clarity by reading this book. It answered a lot of questions I didn’t even know I had about prospecting. From salespeople being unwilling to interrupt, The Universal Law of Need, The 30-Day Rule, and simply learning to ask for what you want, it all makes sense. I can see where I made mistakes in the past and how to fix them. I highly recommend this book for anyone who is serious about overcoming call reluctance and really diving deep into the mindset and actions of the most successful prospectors. Thanks Jeb! ... show more
Reviewed in the United States on October 8, 2023 by Carlton
    • More than good condition!
Review Image by DiscoD DiscoD
Rated as good condition, however I was pleased that it was in even better condition
Reviewed in the United States on November 1, 2023 by DiscoD DiscoD
    • During times like these you become emotional
Sales people constitute a significant percentage of the workforce, ranging from outbound call centre operators to new business developers. Many people whose professions require that they be actively engaged in sales do not bear the title of “salesperson”. As such this book on prospecting should be of interest to many. It is a practical guide to what makes relatively ordinary people into superb salespeople. Sales begins with prospecting, a skill that must be mastered by all. The easiest time to introduce “social selling” to a sales person is on one of their down days, when the pipeline is thin and prospects are few. Social selling is often positioned as the panacea that will drive quality prospects to you. In reality, “contact and conversion rates from phone and e-mail dwarf conversion rates on social media,” asserts Blount. Yes, the social media can enhance and sometimes accelerate your prospecting efforts, and it can definitely heighten familiarity. However, “it is not a replacement for focused and deliberate outbound prospecting efforts,” Blount explains. One’s largest and most lucrative prospects rarely respond to inbound-marketing or to social selling. The only way you will achieve your numbers is to make targeted, prospecting outbound calls. We have long held that “interruption selling” is a relic of the past to be avoided by the savvy salesperson. In a crowded, competitive marketplace, interruption selling remains the most effective practice. Within “interruption selling” there are many prospecting methodologies, and no single formula fits all. Every geography, industry, product, and service requires a different approach. Salespeople needs to balance their prospecting in order to build a database with long-term opportunities, as they fill their sales pipeline with deals they can close immediately. To do this, Blount notes, we need to master the three laws that form the basis of successful prospecting. The first is “The Universal Law of Need”. The law states that the more you need something, the less likely it is that you will get it. Consider the times when your survival rested on a just a few accounts. With a heightened probability of failure, your desperation seeped through. During times like these you become emotional, act illogically, and make poor decisions. Prospects can sense your desperation, and naturally favour sales professionals who exude confidence over those who are desperate. The second law is “The 30-Day Law”. This law states that the prospecting you do in the current 30-day period, will pay off for the next 90 days. Skip one day of prospecting and sometime in the next 90 days you will be punished for it. Skip one week, and the consequence will be felt in your commission cheque. Skipping an entire month and your pipeline will empty and you will “wake up 90 days later, desperate, feeling like a loser, with no clue how you ended up there,” Blount warns. This particular seduction is usually preceded by a month or two of great business. The unrelenting daily imperative for every salesperson, is to keep the pipeline full with qualified prospects The third of the laws is “The Law of Replacement.” Violating the Law of Replacement is the reason salespeople feel like they are on a roller coaster. You must replace your prospects at a rate that matches or exceeds your closing ratio. If you have 40 prospects and your closing ratio is 1 in10, as soon as you close one prospect, you do not have 39 left, you have only 30 and you need to replace not 1, but 10. The anatomy of a sales slumps take on a familiar form. At some point you stopped prospecting and your sales pipeline stalled. This failure leads to an erosion of your confidence and in desperation you call the same, stale prospects. You start hoping for silver bullets, and experience the Universal Law of Need. When you are in a hole, is advisable to stop digging; when you are in a sales slump, it is advisable to start prospecting. Worry won't change the future, nor will regret over what you have not done. You will most often require about 30 days of dedicated, daily activity to get back on track, Blount explains. The more you prospect, the luckier you get. Will training, experience, and technique make you a better prospector? Of course, Blount believes. However, “It is far more important that you prospect consistently than that you prospect using the best techniques,” he explains. Sales has always been governed by numbers. The sales formula for success is simple. What (quality) you put into the sales pipeline and how much (quantity) determines what you get out of the pipe. Just as elite athletes focus on their statistics, elite salespeople need to do so, too. “To succeed in sales, simply talk to lots of people every day. And here's what's exciting—there are lots of people!” said the legendary sales trainer, Jim Rohn. This is the fundamental principle of prospecting. Read this book if you are in sales or run a sales team. It is full of practical techniques. Readability Light -+--- Serious Insights High --+-- Low Practical High +---- Low Ian Mann of Gateways consults internationally on leadership and strategy ... show more
Reviewed in the United States on April 11, 2017 by Ian Mann

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