University of Minnesota - UMN Executive Leadership Insights
Fanatical Prospecting
Book

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
Wiley, 2015
First Edition: 2105
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Editorial Rating

8

Qualities

  • Applicable
  • Well Structured
  • Concrete Examples

Recommendation

In sales, nothing is more important than prospecting. Yet many salespeople don’t prospect, because the process can be so painful. Now, help is at hand. Former sales superstar and master prospecting expert Jeb Blount teaches salespeople how to minimize the pain and become effective, productive sales prospectors. He explains his proven, productive system for prospecting. He covers all of the expected prospecting channels – emails, phone calls, social media, networking, and so on. Blount understands prospecting and has a lot of concrete information to share. getAbstract recommends his manual to salespeople and sales managers.

Summary

Prospecting

Many supposed sales experts claim prospecting is passé. These self-proclaimed authorities are almost always talking heads preoccupied with “inbound marketing, Sales 2.0” and “social selling.” Their pitch to salespeople is, “Never cold call again!” Of course, they’re wrong.

Prospecting is the most vital, essential activity in sales. Salespeople fail because they don’t prospect. The main reason top sales performers – that special 20% who achieve 80% of the sales and sales commissions – do so well is that they’re impassioned prospectors. They prospect all the time and at every opportunity. Sales superstars are “fanatical” about prospecting and qualifying prospects, and they spend as much as 80% of their time on those outreach activities.

“Three Core Laws of Prospecting”

Superstars keep their pipelines full of qualified prospects by following three essential tenets:

  1. “The Universal Law of Need” – The more a salesperson needs a sale, the less likely he or she is to get it. When someone needs something so badly, desperation...

About the Author

The author of seven books, Jeb Blount is a sales acceleration specialist who helps sales organizations quickly reach peak performance. 

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