Book 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: Jeb Blount
Genre: Business, Sales, Nonfiction
GoodReads Rating: 4.27 out of 5 stars
Best Selling List: #1 Best Seller in Telemarketing on Amazon
Introduction:
If you are looking for a practical, eye-opening guide that will help you improve your sales productivity and grow your income fast, then you should read Fanatical Prospecting by Jeb Blount.
This book reveals the secrets, techniques, and tips of top earners who consistently fill their pipeline with high-quality opportunities by using a balanced prospecting methodology across multiple channels.
Summary:
Fanatical Prospecting is divided into four parts, each covering a different aspect of prospecting. The first part explains the why and mindset of prospecting, the second part covers the how and skills of prospecting, the third part focuses on the what and strategies of prospecting, and the fourth part provides the tools and resources for prospecting.
The book covers topics such as the 30-Day Rule, the Law of Replacement, the Law of Familiarity, the 5 C’s of Social Selling, the 5 Step Telephone Framework, the 4 Step Email Prospecting Framework, and more. The book also includes real-life examples, scripts, templates, and exercises to help you apply the concepts and techniques to your own situation.
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Key Takeaways:
- Prospecting is the most important activity in sales and business development, and the number one reason for failure in sales is an empty pipeline.
- Prospecting requires a fanatical attitude, a positive mindset, a strong work ethic, and a relentless persistence.
- Prospecting is a skill that can be learned, practiced, and improved, and it involves both art and science.
- Prospecting is not a one-size-fits-all approach, but a balanced mix of multiple channels, such as social selling, telephone, email, text, and cold calling, depending on the situation and the prospect.
- Prospecting is not about manipulating or tricking prospects, but about creating value, building relationships, and solving problems.
Strengths:
Fanatical Prospecting is a comprehensive, informative, and engaging book that covers all the aspects of prospecting in a clear and concise manner.
The book is based on the author’s extensive experience and research, and it provides practical and proven advice that can be implemented immediately.
The book is also full of examples, stories, scripts, templates, and exercises that make it easy to follow and apply.
The book is suitable for salespeople, sales leaders, entrepreneurs, and executives of any industry and level of experience.
Weaknesses:
Fanatical Prospecting is a textual book that can be dense and overwhelming at times. The book covers a lot of information and details, and it may require multiple readings and reviews to fully absorb and master.
The book also assumes that the reader has some basic knowledge and familiarity with sales and prospecting, and it may not address some of the specific challenges and nuances of different markets and scenarios.
Conclusion:
Fanatical Prospecting is a must-read book for anyone who wants to improve their sales performance and income by mastering the art and science of prospecting.
The book provides a comprehensive, practical, and eye-opening guide that will help you fill your pipeline with high-quality opportunities and avoid sales slumps.
The book is written in a simple and engaging style, and it offers valuable insights, tips, and tools that can be applied to any situation and prospect.
If you are looking for a book that will teach you how to prospect like a pro, then you should read Fanatical Prospecting by Jeb Blount.
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