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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

  • ID: 3195827
  • Book
  • November 2015
  • Region: Global
  • 304 Pages
  • John Wiley and Sons Ltd
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"In Fanatical Prospecting, you′ll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb′s honest, real–world approach is a refreshing and much needed wake–up call for today′s salespeople and sales leaders."
Jill Konrath, bestselling author of Agile Selling, Selling to Big Companies, and SNAP Selling

"Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance. Fanatical Prospecting is a masterpiece."
Anthony Iannarino, author of 17 Elements and "The Sales Blog"

"Jeb Blount turns the most despised activity in sales prospecting upside down. He nails it with his insights, humor, and expertise, making this a book every salesperson, entrepreneur, and executive must–read. Get ready to come away with more strategies and ideas than you′ve ever found in one place."
Mark Hunter, "The Sales Hunter," author of High–Profit Selling: Win the Sale Without Compromising on Price

"The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now."
Don Mikes, Senior Vice President, Penske

"I have read literally hundreds of sales books and Fanatical Prospecting is among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you."
John Spence, author of Awesomely Simple and one of Trust Across America′s Top 100 Thought Leaders

"Prospecting is the core, the foundation, the heart of every successful sales effort. In Fanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade, provides answers for every aspect of successful prospecting. Blount explains core principles of prospecting in a storytelling style that begs you to write in the margins and put your own action plan into place."
Miles Austin, FillTheFunnel.com

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Foreword Mike Weinberg xi

Special Note Free Prospecting Resources xv

Chapter 1 The Case for Prospecting 1

Chapter 2 Seven Mindsets of Fanatical Prospectors 9

Chapter 3 To Cold Call or Not to Cold Call? 13

Chapter 4 Adopt a Balanced Prospecting Methodology 20

Chapter 5 The More You Prospect, the Luckier You Get 25

Chapter 6 Know Your Numbers: Managing Your Ratios 36

Chapter 7 The Three Ps That Are Holding You Back 41

Chapter 8 Time: The Great Equalizer of Sales 49

Chapter 9 The Four Objectives of Prospecting 71

Chapter 10 Leveraging the Prospecting Pyramid 84

Chapter 11 Own Your Database: Why the CRM Is Your Most Important Sales Tool 92

Chapter 12 The Law of Familiarity 96

Chapter 13 Social Selling 105

Chapter 14 Message Matters 132

Chapter 15 Telephone Prospecting Excellence 154

Chapter 16 Turning Around RBOs: Reflex Responses, Brush–Offs, and Objections 178

Chapter 17 The Secret Lives of Gatekeepers 193

Chapter 18 In–Person Prospecting 201

Chapter 19 E–Mail Prospecting 214

Chapter 20 Text Messaging 235

Chapter 21 Developing Mental Toughness 245

Chapter 22 Eleven Words That Changed My Life 264

Chapter 23 The Only Question That Really Matters 266

Notes 271

Acknowledgments 275

About the Author 278

Index 281

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Jeb Blount
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