Fanatical Prospecting

FANATICAL PROSPECTING: The Ultimate Guide to Opening Sales Conversations

by Jeb Blount

Your pipeline is the single biggest driver of your sales results. In this book, sales trainer Jeb Blount presents a complete system for keeping your sales pipeline full, through disciplined daily prospecting, using multiple channels (including phone, email, social media, in-person, and text).

In this summary, you’ll learn:

• The 3 pipeline laws (the 30-Day Rule, the Law of Need, and the Law of Replacement), and how to use the Prospecting Pyramid and Golden Hours to prioritize your time and prospects.
• How to craft prospecting messages that connect to what prospects care about, and get a “yes” to the next step.
• Channel-specific frameworks and tactics for phone (5-step framework), email (Hook-Relate-Bridge-Ask), social media, in-person visits, and text, with strategies to build familiarity by layering channels.
• How to handle 3 types of pushback using the Anchor-Disrupt-Ask framework, get past gatekeepers, and build the mental toughness and daily discipline for consistent results.

Who Should Read This

• Salespeople who want a structured system for filling their pipeline and generating qualified leads consistently.
• Sales managers and trainers who need a repeatable framework to coach their teams on effective prospecting and lead nurturing.