Fanatical Prospecting by Jeb Blount

Fanatical Prospecting by Jeb Blount

The book, especially at the beginning and the very end, is about 50% standard sales motivation content covering well-trodden material like the amygdala/lizard brain, Amy Cuddy’s TED talk on body language, etc. However, the other 50% delivers very practical processes and templates that make the book one of the better sales books available. All told, I felt the book was a must read.
Here is my summary of key-take-ways:
1. Knowing that activity takes 90+ days to pay off, successful salespeople relentlessly fill their pipeline through a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling.
2. Here is the brutal truth: Salespeople who ignore the phone fail.”
3. “Top performers organize their day into distinct time blocks dedicated to specific activities, concentrating their focus and eliminating distractions within those blocks… We schedule our prospecting blocks [on our calendars] into three “Power Hours” that are spread across the day—morning, midday, and afternoon.”
4. “While setting an appointment is your primary objective with prospects you have already prequalified as potential buyers, gathering information is your primary objective with prospects you have not qualified.”
5. “Our data and data that we've gathered and analyzed from a diverse set of sources indicate that it takes, on average: 1 to 3 touches to reengage an inactive customer 1 to 5 touches to engage a prospect who is in the buying window and is familiar with you and your brand 3 to 10 touches to engage a prospect who has a high degree of familiarity with you or your brand, but is not in the buying window 5 to 12 touches to engage a warm inbound lead 5 to 20 touches to engage a prospect who has some familiarity with you and your brand—buying window dependent 20 to 50 touches to engage a cold prospect who does not know you or your brand.”
6. “The bottom line is people don't want to be pitched or “sold” on social media. They prefer to connect, interact, and learn. For this reason, the social channel is better suited to building familiarity, lead nurturing, research, nuanced inbound prospecting, and trigger-event awareness.”
7. “Prospects meet with you for their reasons, not yours. You must articulate the value of spending time with you in the context of what is most important to them. Your message must demonstrate a sincere interest in listening to them, learning about them, and solving their unique problems.”
8. “Just saying, “I'd like 15 minutes of your time because I want to learn more about you and your company” works surprisingly well with many prospects.”
9. “When salespeople ask me when they should leave a voice mail, I always answer, “When it matters.”… Keep voice mail messages to 30 seconds.”
10. “Timing Teleprospecting Calls Is a Losing Strategy… So, forget about timing your calls and commit instead to a daily, first-thing-in-the-morning call block.”

📌 Genre: Business, Marketing, Sales.

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📖 Premium Quality Books.

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➡️ Eye Pleasing paper.

✅ Matt cover (Paperback).