Fanatical Prospecting
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Editorial Review
Like a prophet, Jeb Blount boldly points out the lies of the loud, popular nouveau sales experts whose deadly advice leads sales people and sales leaders astray. These experts preach to all who will listen to that prospecting proactively pursuing prospects—no longer works. What's particularly dangerous about this false teaching is that it is exactly what the struggling, reactive salesperson wants to hear. Why do the hard work to prospect and self-generate new sales opportunities when some guru lets you off the hook by telling you that it's old school and doesn't work anymore ? Why block time to pick up the phone if instead you can tweet, write blog posts, or play for hours posting comments in a LinkedIn group?
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Wisdom to Share
"Superstars outearn other salespeople—taking home almost all of the available commissions and bonuses. They win the trips, prizes, spills, and the recognition that the also-rans so badly crave."
"Lots of salespeople have the intelligence, talent, skills, and education to be top performers. Lots of salespeople are competitive, understand the sales process, and know how to ask for the business. Yet they consistently underperform the superstars."
"Developing a fanatical prospecting mindset starts with coming to grips with the fact that prospecting is hard, grueling, rejection-dense work."
"Success leaves clues. Highly successful people, from ancient philosophers like Aristotle to modern-day thought leaders, have always made the point that there is little need to "reinvent the wheel."
"Fanatical prospectors have acute situational awareness. Because of this, they are able to respond and adapt quickly to changing situations and circumstances. They leverage the three As in their approach to prospecting: adopt, adapt, adept."
"Most of the problem with perfectionism is self-talk. The voice inside your head telling you that when you get all of your little ducks in a perfect row, prospects will be putty in your hands."
"- If you are selling a transactional, low-risk, low-cost product or service and you are in inside sales, your primary objective will be closing the sale and secondarily gathering information."
"One of the truths about human behavior is people tend to respond in kind. If you are relaxed and confident, you'll transfer that emotion to your prospect."
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