{"product_id":"fanatical-prospecting-isbn-9781119144755","title":"Fanatical Prospecting","description":"\u003cp\u003e\u003cb\u003eDitch the failed sales tactics, fill your pipeline, and crush your number\u003cbr\u003e\u003cbr\u003e\u003c\/b\u003eWith over 500,000 copies sold\u003ci\u003e Fanatical Prospecting\u003c\/i\u003e 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.\u003cbr\u003e\u003cbr\u003eThe 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.\u003c\/p\u003e \u003cp\u003eStep by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.\u003c\/p\u003e \u003cp\u003eLearn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.\u003c\/p\u003e \u003cp\u003eThis book reveals the secrets, techniques, and tips of top earners. You’ll learn:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eWhy the \u003ci\u003e30-Day Rule\u003c\/i\u003e is critical for keeping the pipeline full\u003c\/li\u003e \u003cli\u003eWhy understanding the \u003ci\u003eLaw of Replacement\u003c\/i\u003e is the key to avoiding sales slumps\u003c\/li\u003e \u003cli\u003eHow to leverage the \u003ci\u003eLaw of Familiarity\u003c\/i\u003e to reduce prospecting friction and avoid rejection\u003c\/li\u003e \u003cli\u003eThe \u003ci\u003e5 C’s of Social Selling\u003c\/i\u003e and how to use them to get prospects to call you\u003c\/li\u003e \u003cli\u003eHow to use the simple \u003ci\u003e5 Step Telephone Framework\u003c\/i\u003e to get more appointments fast\u003c\/li\u003e \u003cli\u003eHow to double call backs with a powerful voice mail technique\u003c\/li\u003e \u003cli\u003eHow to leverage the powerful \u003ci\u003e4 Step Email Prospecting Framework\u003c\/i\u003e to create emails that compel prospects to respond\u003c\/li\u003e \u003cli\u003eHow to get text working for you with the \u003ci\u003e7 Step Text Message Prospecting Framework \u003c\/i\u003e\n\u003c\/li\u003e \u003cli\u003eAnd there is so much more!\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003eFanatical Prospecting \u003c\/i\u003eis filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.\u003c\/p\u003e \u003cp\u003eIn 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.\u003c\/p\u003e \u003cp\u003eBreak 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!\u003c\/p\u003e \u003cp\u003eForeword \u003ci\u003eMike Weinberg\u003c\/i\u003e xi\u003c\/p\u003e \u003cp\u003eSpecial Note Free Prospecting Resources xv\u003c\/p\u003e \u003cp\u003eChapter 1 The Case for Prospecting 1\u003c\/p\u003e \u003cp\u003eChapter 2 Seven Mindsets of Fanatical Prospectors 9\u003c\/p\u003e \u003cp\u003eChapter 3 To Cold Call or Not to Cold Call? 13\u003c\/p\u003e \u003cp\u003eChapter 4 Adopt a Balanced Prospecting Methodology 20\u003c\/p\u003e \u003cp\u003eChapter 5 The More You Prospect, the Luckier You Get 25\u003c\/p\u003e \u003cp\u003eChapter 6 Know Your Numbers: Managing Your Ratios 36\u003c\/p\u003e \u003cp\u003eChapter 7 The Three Ps That are Holding You Back 41\u003c\/p\u003e \u003cp\u003eChapter 8 Time: The Great Equalizer of Sales 49\u003c\/p\u003e \u003cp\u003eChapter 9 The Four Objectives of Prospecting 71\u003c\/p\u003e \u003cp\u003eChapter 10 Leveraging the Prospecting Pyramid 84\u003c\/p\u003e \u003cp\u003eChapter 11 Own Your Database: Why the CRM is Your Most Important Sales Tool 92\u003c\/p\u003e \u003cp\u003eChapter 12 The Law of Familiarity 96\u003c\/p\u003e \u003cp\u003eChapter 13 Social Selling 105\u003c\/p\u003e \u003cp\u003eChapter 14 Message Matters 132\u003c\/p\u003e \u003cp\u003eChapter 15 Telephone Prospecting Excellence 154\u003c\/p\u003e \u003cp\u003eChapter 16 Turning Around RBOs: Reflex Responses, Brush-Offs, and Objections 178\u003c\/p\u003e \u003cp\u003eChapter 17 The Secret Lives of Gatekeepers 193\u003c\/p\u003e \u003cp\u003eChapter 18 In-Person Prospecting 201\u003c\/p\u003e \u003cp\u003eChapter 19 E-Mail Prospecting 214\u003c\/p\u003e \u003cp\u003eChapter 20 Text Messaging 235\u003c\/p\u003e \u003cp\u003eChapter 21 Developing Mental Toughness 245\u003c\/p\u003e \u003cp\u003eChapter 22 Eleven Words That Changed My Life 264\u003c\/p\u003e \u003cp\u003eChapter 23 The Only Question That Really Matters 266\u003c\/p\u003e \u003cp\u003eNotes 271\u003c\/p\u003e \u003cp\u003eAcknowledgments 275\u003c\/p\u003e \u003cp\u003eAbout the Author 278\u003c\/p\u003e \u003cp\u003eIndex 281\u003c\/p\u003e   \u003cp\u003e\u003cb\u003eJEB BLOUNT\u003c\/b\u003e is a sales acceleration specialist who helps sales organizations reach peak performance \u003ci\u003efast\u003c\/i\u003e 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 \u003ci\u003eTop Sales Magazine\u003c\/i\u003e and one of the World's Top 30 Social Selling Influencers by \u003ci\u003eForbes\u003c\/i\u003e.     \u003c\/p\u003e\u003cp\u003e\u003ci\u003eFanatical Prospecting\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003eThe 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.  \u003c\/p\u003e\u003cp\u003eWith \u003ci\u003eFanatical Prospecting\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003eLearn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.  \u003c\/p\u003e\u003cp\u003eYou'll discover:  \u003c\/p\u003e\u003cul\u003e \u003cli\u003eThe 30-Day Rule\u003c\/li\u003e \u003cli\u003eThe Law of Replacement\u003c\/li\u003e \u003cli\u003eThe Law of Familiarity\u003c\/li\u003e \u003cli\u003e5 Cs of Social Selling\u003c\/li\u003e \u003cli\u003e5 Step Telephone Framework\u003c\/li\u003e \u003cli\u003e3 Keys to Turning Around Objections\u003c\/li\u003e \u003cli\u003e3 Rules of E-Mail Prospecting\u003c\/li\u003e \u003cli\u003e7 Keys to Text Message Prospecting\u003c\/li\u003e \u003cli\u003eThe 3 Ps Holding You Back\u003c\/li\u003e \u003cli\u003eAnd so much more\u003c\/li\u003e \u003c\/ul\u003e  \u003cp\u003eJeb 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. \u003ci\u003eFanatical Prospecting\u003c\/i\u003e also includes winning techniques for creating persuasive, compelling e-mails and text messages that turn prospects into customers.  \u003c\/p\u003e\u003cp\u003eBreak free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. \u003ci\u003eFanatical Prospecting\u003c\/i\u003e 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.     \u003c\/p\u003e\u003cp\u003e\u003cb\u003eDISCOVER WHAT IT TAKES TO BECOME A SUPERSTAR SALESPERSON!\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"In \u003ci\u003eFanatical Prospecting\u003c\/i\u003e, 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.\" \u003cbr\u003e\u003cb\u003e—Jill Konrath, bestselling author of \u003ci\u003eAgile Selling, Selling to Big Companies\u003c\/i\u003e, and \u003ci\u003eSNAP Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance. \u003ci\u003eFanatical Prospecting\u003c\/i\u003e is a masterpiece.\" \u003cbr\u003e\u003cb\u003e—Anthony Iannarino, author of \u003ci\u003e17 Elements\u003c\/i\u003e and \"The Sales Blog\"\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.\" \u003cbr\u003e\u003cb\u003e—Mark Hunter, \"The Sales Hunter,\" author of \u003ci\u003eHigh-Profit Selling: Win the Sale Without Compromising on Price\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"The techniques Jeb teaches in \u003ci\u003eFanatical Prospecting\u003c\/i\u003e work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now.\" \u003cbr\u003e\u003cb\u003e—Don Mikes, Senior Vice President, Penske\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"I have read literally hundreds of sales books and \u003ci\u003eFanatical Prospecting\u003c\/i\u003e is among the very best. If you want to understand \u003ci\u003eexactly\u003c\/i\u003e what it takes to be successful in sales this is the book for you.\" \u003cbr\u003e\u003cb\u003e—John Spence, author of \u003ci\u003eAwesomely Simple\u003c\/i\u003e and one of Trust Across America's Top 100 Thought Leaders\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"Prospecting is the core, the foundation, the heart of every successful sales effort. In \u003ci\u003eFanatical Prospecting\u003c\/i\u003e 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.\" \u003cbr\u003e\u003cb\u003e—Miles Austin, FillTheFunnel.com\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“In \u003ci\u003eFanatical Prospecting\u003c\/i\u003e, 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.” \u003cbr\u003e\u003cb\u003e—Jill Konrath - Bestselling author of \u003ci\u003eAgile Selling\u003c\/i\u003e, \u003ci\u003eSelling to Big Companies\u003c\/i\u003e and \u003ci\u003eSNAP Selling\u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“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.” \u003cbr\u003e\u003cb\u003e—Anthony Iannarino, author of \u003ci\u003e17 Elements\u003c\/i\u003e and \"The Sales Blog\"\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\"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.”\u003cbr\u003e—Mark Hunter “The Sales Hunter” author of \u003ci\u003eHigh-Profit Selling: Win the Sale Without Compromising on Price\u003c\/i\u003e\u003c\/p\u003e \u003cp\u003e“The techniques Jeb teaches in \u003ci\u003eFanatical Prospecting\u003c\/i\u003e work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now.”\u003ci\u003e \u003cbr\u003e\u003c\/i\u003e\u003cb\u003e—Don Mikes, Senior Vice President, Penske\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“I have read literally hundreds of sales books and\u003ci\u003e Fanatical Prospecting \u003c\/i\u003eis among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you\u003ci\u003e.” \u003cbr\u003e\u003cb\u003e—\u003c\/b\u003e\u003c\/i\u003e\u003cb\u003eJohn Spence, author of \u003ci\u003eAwesomely Simple \u003c\/i\u003eand one of the top 100 business thought leaders in the world\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Prospecting is the core, the foundation, the heart of every successful sales effort. In \u003ci\u003eFanatical Prospecting\u003c\/i\u003e 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. \u003cbr\u003e\u003cb\u003e—Miles Austin, FillTheFunnel.com\u003c\/b\u003e\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989197209829,"sku":"NP9781119144755","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119144755.jpg?v=1761783171","url":"https:\/\/k12savings.com\/es\/products\/fanatical-prospecting-isbn-9781119144755","provider":"K12savings","version":"1.0","type":"link"}