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
JEB BLOUNT is a sales acceleration specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. He is a sought after keynote speaker and trainer and advises many of the world's leading organizations and their executives. Jeb has been recognized as one of the Top 50 Most Influential Leaders in Sales and Marketing by Top Sales Magazine and one of the World's Top 30 Social Selling Influencers by Forbes.
“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
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