Book description
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!
Table of contents
- Cover Page
- Title Page
- Copyright
- Dedication
- Contents
- Foreword
- Special Note: Free Prospecting Resources
- Chapter 1: The Case for Prospecting
- Chapter 2: Seven Mindsets of Fanatical Prospectors
- Chapter 3: To Cold Call or Not to Cold Call?
- Chapter 4: Adopt a Balanced Prospecting Methodology
- Chapter 5: The More You Prospect, the Luckier You Get
- Chapter 6: Know Your Numbers
- Chapter 7: The Three Ps That Are Holding You Back
-
Chapter 8: Time
- 24
- Adopt a CEO Mindset
- Protect the Golden Hours
- The Fine Art of Delegation
- Blocking Your Time Will Transform Your Career
- Horstman's Corollary
- Stick to Your Guns
- Concentrate Your Power
- Beware of the Ding
- What Lurks in Your Inbox Can and Will Derail Your Sales Day
- Leverage the Platinum Hours
- Measure Your Worth
- Chapter 9: The Four Objectives of Prospecting
- Chapter 10: Leveraging the Prospecting Pyramid
- Chapter 11: Own Your Database
- Chapter 12: The Law of Familiarity
-
Chapter 13: Social Selling
- Social Selling Is Not a Panacea
- The Social Selling Challenge
- Social Selling Is Not Selling
- Choosing the Right Social Channels
- Five Objectives of Social Prospecting
- Personal Branding
- Headshot
- Cover Image
- Summary/Bio/About You
- Contact Information
- Media and Links
- Custom URLs
- History
- Update Your Profiles Regularly
- Building Familiarity
- Inbound Prospecting Through Insight and Education
- Leveraging Insight and Education to Power Up Strategic Prospecting
- Trigger-Event and Buying-Cycle Awareness
- Research and Information Gathering
- Outbound Prospecting
- The Five Cs of Social Selling
- Connecting
- Content Creation
- Content Curation
- Conversion
- Consistency
- Social Media Prospecting Tools
- Social Prospecting + Outbound Prospecting = A Powerful Combination
- Chapter 14: Message Matters
-
Chapter 15: Telephone Prospecting Excellence
- Nobody Answers a Phone That Doesn't Ring
- The Telephone Is, Has Always Been, and Will Continue to Be the Most Powerful Sales Prospecting Tool
- Nobody Likes It; Get Over It
- Most Salespeople Have Never Been Taught How to Use the Phone
- The Ultimate Key to Success Is the Scheduled Phone Block
- The Five-Step Simple Telephone Prospecting Framework
- Get Their Attention
- Identify Yourself
- Bridge—Give Them a Because
- Ask For What You Want and Shut Up
- Leaving Effective Voice Mail Messages That Get Returned
- Five-Step Voice Mail Framework to Double Callbacks
- Timing Teleprospecting Calls Is a Losing Strategy
- Just Eat the Frog
- Chapter 16: Turning Around RBOs
- Chapter 17: The Secret Lives of Gatekeepers
- Chapter 18: In-Person Prospecting
-
Chapter 19: E-Mail Prospecting
- The Three Cardinal Rules of E-Mail Prospecting
- Rule #1: Your E-Mail Must Get Delivered
- Rule #2: Your E-Mail Must Get Opened
- Familiarity Gets Your E-Mail Opened
- Your Subject Line Must Scream “Open Me”
- No One-Size-Fits-All Solution
- Rule #3: Your E-Mail Must Convert
- A Good Prospecting E-Mail Begins with a Great Plan
- The Four Elements of an Effective Prospecting E-Mail
- Hook
- Relate
- Bridge
- Ask
- Practice, Practice, Practice
- The Best Time to Send E-Mails
- Pause Before You Press “Send”
-
Chapter 20: Text Messaging
- Texting as a Business Tool Is Accelerating
- Familiarity Is Everything with Text
- Use Text to Anchor Conversations at Networking Events
- Use Text Following Trigger Events
- Use Text to Nurture Prospects
- Use Text to Create Opportunities for Engagement
- Seven Rules for Structuring Effective Text Prospecting Messages
- Chapter 21: Developing Mental Toughness
- Chapter 22: Eleven Words That Changed My Life
- Chapter 23: The Only Question That Really Matters
- Notes
- Acknowledgments
- About the Author
- Index
Product information
- Title: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
- Author(s):
- Release date: October 2015
- Publisher(s): Wiley
- ISBN: 9781119144755
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