Today's 60-Second Book Brief: Fanatical Prospecting by Jeb Blount

Fanatical prospecting

60-SECOND BOOK BRIEFS

BY JEB BLOUNT

The world’s best salespeople are fanatical at prospecting. Jeb Blount

has written Fanatical Prospecting to teach us how they do it.

First, the question isn’t whether or not you should do cold outreach - it’s how good you are going to be at it.

They know that interrupting their prospects’ day is a fundamental building block to building a robust pipeline.

Second, they use all

available outreach

channels, but they also

know that the telephone

remains their secret

weapon.

PROSPECT & CLOSE & PROSPECT & CLOSE & PROSPECT & CLOSE & PROSPECT & CLOSE &

Third, they know that their success depends on them prospecting relentlessly, even when they are busy closing other deals.

They know that they need to replace their pipeline at a rate

that matches or exceeds how fast opportunities fall out.

Fourth, they ruthlessly protect their prospecting time, and block out time in their calendars in order to make it happen.

Fifth, they ask for what they want, and assume they will get it. Then, they are prepared for reflex responses, brush offs or objections.

Finally, they go the extra mile. Or in Jeb’s words: “When it is time to go home, make one more call.”

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