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Fanatical Prospecting, by Jeb Blount
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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 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!
- Sales Rank: #50050 in Books
- Dimensions: .0" h x .0" w x .0" l, .44 pounds
- Binding: Paperback
- 304 pages
Review
“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 & 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 and 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 the top 100 business thought leaders in the world.
“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 story-telling style that begs you to write in the margins and put your own action plan into place. - Miles Austin, FillTheFunnel.com
From the Inside Flap
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.
With Fanatical Prospecting as a guide, salespeople can ditch all the failed strategies and trendy, ineffective approaches, that leave them frustrated and getting nowhere, and learn a sure-fire method for increasing sales. 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.
You'll discover:
- The 30-Day Rule
- The Law of Replacement
- The Law of Familiarity
- 5 Cs of Social Selling
- 5 Step Telephone Framework
- 3 Keys to Turning Around Objections
- 3 Rules of E-Mail Prospecting
- 7 Keys to Text Message Prospecting
- The 3 Ps Holding You Back
- And so much more
Jeb Blount reveals the real secret to gaining more appointments and even how to get prospects to call you with social prospecting. His simple 5-Step Telephone Prospecting Framework gives you the power to cut right through resistance and objections. Learn how to double your call backs with a simple but powerful voice mail technique and develop the confidence to quickly bypass objections, brush-offs, and reflexive responses by employing an effective 3-step turn-around technique. Fanatical Prospecting also includes winning techniques for creating persuasive, compelling e-mails and text messages that turn prospects into customers.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high-quality opportunities and become a Superstar with a super income to match.
From the Back Cover
DISCOVER WHAT IT TAKES TO BECOME A SUPERSTAR SALESPERSON!
"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
Most helpful customer reviews
153 of 155 people found the following review helpful.
Motivational and Actionable!
By Jeremey Donovan
Until someone mentioned “Fanatical Prospecting,” I had never heard of the book or its author Jeb Blount. Noticing the book was #1 on Amazon’s telemarketing best seller list, I ordered a copy and began reading with an open mind.
The book, especially at the beginning and the very end, is about 50% standard sales motivation content covering well-trodden material like the amygdala/lizard brain, Amy Cuddy’s TED talk on body language, etc. However, the other 50% delivers very practical processes and templates that make the book one of the better sales books available. All told, I felt the book was a must read.
Here is my summary of key-take-ways:
1. Knowing that activity takes 90+ days to pay off, successful salespeople relentlessly fill their pipeline through a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling.
2. Here is the brutal truth: Salespeople who ignore the phone fail.”
3. “Top performers organize their day into distinct time blocks dedicated to specific activities, concentrating their focus and eliminating distractions within those blocks… We schedule our prospecting blocks [on our calendars] into three “Power Hours” that are spread across the day—morning, midday, and afternoon.”
4. “While setting an appointment is your primary objective with prospects you have already prequalified as potential buyers, gathering information is your primary objective with prospects you have not qualified.”
5. “Our data and data that we've gathered and analyzed from a diverse set of sources indicate that it takes, on average: 1 to 3 touches to reengage an inactive customer 1 to 5 touches to engage a prospect who is in the buying window and is familiar with you and your brand 3 to 10 touches to engage a prospect who has a high degree of familiarity with you or your brand, but is not in the buying window 5 to 12 touches to engage a warm inbound lead 5 to 20 touches to engage a prospect who has some familiarity with you and your brand—buying window dependent 20 to 50 touches to engage a cold prospect who does not know you or your brand.”
6. “The bottom line is people don't want to be pitched or “sold” on social media. They prefer to connect, interact, and learn. For this reason, the social channel is better suited to building familiarity, lead nurturing, research, nuanced inbound prospecting, and trigger-event awareness.”
7. “Prospects meet with you for their reasons, not yours. You must articulate the value of spending time with you in the context of what is most important to them. Your message must demonstrate a sincere interest in listening to them, learning about them, and solving their unique problems.”
8. “Just saying, “I'd like 15 minutes of your time because I want to learn more about you and your company” works surprisingly well with many prospects.”
9. “When salespeople ask me when they should leave a voice mail, I always answer, “When it matters.”… Keep voice mail messages to 30 seconds.”
10. “Timing Teleprospecting Calls Is a Losing Strategy… So, forget about timing your calls and commit instead to a daily, first-thing-in-the-morning call block.”
11. “The feeling of rejection happens the moment you get a reflex response, brush-off, or objection (RBO)… Overcoming doesn't work. There is a universal law of human behavior: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their heels in and resist you… There is a better way. Rather than attempting to overcome—defeating or prevailing over your prospect—you should disrupt their expectations and thought patterns when they push back with a no. The key is a disruptive statement or question that turns them around so that they lean toward you rather than move away from away from you… When they say they're busy, instead of arguing them into how you will only take a little bit of their time, say, “I figured you would be.” Agreeing with them disrupts their thought pattern… When they say, “Just send me some information,” say, “Tell me specifically what you are looking for.” This calls their bluff and forces engagement… When they say, “I'm not interested,” say, “That makes sense. Most people aren't.” Their brain isn't ready for you to agree with them… One phrase you want to avoid is “I understand.” When you use the phrase “I understand,” you sound just like every other schmuck who uses this phrase as insincere filler so they can get back to pitching. It demonstrates zero empathy and tells your prospect that you are not listening and don't care.”
12. The salespeople-help-salespeople hack is an awesome secret weapon.”
13. “Truly effective salespeople understand that it is all about asking the prospect the right questions and demonstrating that you can help them solve a particular problem or issue.”
14. Don't send bulk e-mail. Prospecting e-mail is one to one. It is one e-mail from your address sent to one individual, one e-mail at a time… Avoid attaching images… Avoid hyperlinks… never use “Hi” or “Hello” or “Dear” or any other salutation in front of your prospect's name. No one in business does that except salespeople. “Hi __” is a complete turnoff for prospects.”
183 of 189 people found the following review helpful.
Okay or Great Depending On What You've Read Up To Now
By AROB1979
This is a tough book for me to rate, because how much you get out of it really depends on your prior experience in reading sales books. I'm a completely scatterbrained prospector. I bought this book hoping to find information on many forms of prospecting, and how to bring it all together into a structure. After spending the money, and reading the book cover to cover, I can tell you what I found is a ton of motivational speaking with prospecting tips scattered about. You'll learn some good ideas about scripting for the phone, and in person cold calling. You'll get some good thoughts about using social media as leverage. And you'll get some information about time blocking your prospecting activities. If you have never read a book on prospecting and selling, this is a really nice all in one resource. If you've read a bunch of sales self help books, you likely won't find anything new here. With 320 pages, I felt for sure there would be a chapter on bringing it all together, like 'A day in the life of a fanatical prospector', to give the reader a sample framework in which to form a basis to change how they prospect. That's what I needed, as I'm pretty good with scripting, but my overall time management and flow of the multiple prospecting mediums sucks. That isn't in this book.
So whether you think it's worth the money really depends on what you've read to this point. If this is your first sales book, and you are brand new to sales, it's a great place to start. If you've read a lot of other sales books, don't spend the money.
An additional note: I'm getting a little frustrated with the fact that there are more and more books loaded with compensated reviewers on Amazon. Even more frustrating is how it seems like all of these sales self help authors endorse each other every time a book comes out. For example, Jill Koranth endorses seemingly every sales book that hits the market. And in exchange, she gets a shout out to her own stuff somewhere in said endorsed book. This one is no different.
Hope this helps!
21 of 21 people found the following review helpful.
Well worth the investment...
By James Muir
For those wondering if this book is worth the investment I'll cut to the chase and tell you that while there are several books dedicated to this topic, Fanatical Prospecting is simply the best book written on this topic right now. Let me tell you why.
In my opinion Jeb's book puts the "X" exactly where it needs to be in prospecting. I confess to being one of those persons who is fascinated by cleverly thought out strategies, the psychology behind approaches and a hope for some new game-changing piece of information. (I'm admit always looking for a "paradigm shift".)
After being sales professional and managing sales professionals for over two decades I've learned a simple truth - Fundamentals are 80% of the game.
It's easy to get wrapped up in the minutia of having the perfect timing, channels, tactics, message creation, etc. Because I enjoy the psychology of sales for its own sake I suffer from this frequently myself. But the truth of it is, while having perfected versions of all those things can help, they are never as powerful as simple act of simply taking action to get started prospecting and developing some experience. The most important thing is to actually DO it. The rest of the book is oozing with solid tips and real-world advice on how to do that.
I point this out because this is the 80% part of the 80/20 rule in prospecting and it's easy to forget.
WHAT’S IN THE BOOK
Lest you think that the only advice in the book is to simply DO-IT, let me share with you how enjoyable it was to find rock-solid advice on:
- Mindset - what it should be and what holds people back.
- Balancing your portfolio of prospecting activities - Jeb provides excellent insight on the different channels available and how to best balance them.
- Laws and rules around the dynamics of prospecting.
- Metrics around prospecting every professional should know.
- The most common (erroneous) thought processes that cause sales professionals to sabotage their own prospecting efforts.
- Career transforming time management tips. (this might be the most valuable part of the book for those unfamiliar with these concepts)
- Prospecting objectives - There's really just a few things you are trying to do when you prospect and Jeb crystallizes these nicely.
- Prioritizing your efforts - Jeb provides a straightforward model that, if followed, will produce results.
Jeb devotes significant time on the hottest topic in selling today - social selling - and I believe Jeb's advice is 100% on the money with what is happening in the marketplace today. If your social selling model is not fully baked, Jeb will help you allocate your investment in this area so that you do not inadvertently waste hundreds of hours each year.
WHAT MANY ARE EXPECTING
If you are hoping for advice on scripts and what to say - you'll get them.
If you want advice on how to navigate a conversation once you connect with a prospect - you'll get it.
If you're looking for best practices on how to deal with voice mail and gatekeepers - it's in there.
I enjoyed seeing advice on in-person prospecting and then moving on to some outstanding material on both email and text message prospecting. (Everything in the text messaging part was new to me.)
In general, Jeb is tremendously talented at distilling sales dynamics down to their bare (might I say, blunt) essence.
In my opinion, this makes the book tremendously valuable, because by refining these areas down to their very core he has saved hours for readers in areas that would otherwise represent books unto themselves.
I should also mention that if you want to dig deeper you will find access to a tremendous number of resources available on-line to purchasers of the book.
You can obviously tell that I thoroughly enjoyed this title and I have no reservations recommending it to everyone in sales (whether B2B or B2C) who want more opportunities in their pipeline and are ready to take their prospecting game to the next level.
Enjoy!
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