Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

Acknowledgments

Over the past 10 years I’ve made several stabs at writing this book. Yet each time I attempted to write down the things that I do, teach, and coach so freely, I couldn’t seem to find the words. So I wrote other books instead—six of them.

I think part of the reason I had such a hard time getting this book out of my head and onto paper is that Fanatical Prospecting is such a part of me. Rather than an abstract idea, it is who I am. The air that I breathe. Finding the words to express the very essence of what drives me as a sales professional and entrepreneur was difficult.

On the other hand, maybe the timing wasn’t right until now. All of the stars finally aligned for Fanatical Prospecting—the right people to inspire me, the right editor, the right publisher, the right clients, and the right business climate. I am so grateful for all of the people who played a role in making this book a reality—my family, friends, employees, clients, mentors, and the team at John Wiley & Sons.

First, to my amazing editor Lia Ottaviano, your enthusiasm for this project was so motivating. When I was tired, frustrated, and worn out from writing, your words picked me up and pushed me to work harder. Thank you so much for being in my corner. I can’t wait to start the next project with you.

If you are married to an author, you know just how tedious and boring it can be to listen to the endless blah, blah, blah about the book they’re working on. You know the misery created by looming deadlines. ...