Fanatical Prospecting - (Jeb Blount) by Jeb Blount (Hardcover)
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<p/><br></br><p><b> Book Synopsis </b></p></br></br><p><b>Ditch the failed sales tactics, fill your pipeline, and crush your number<br /><br /></b><i>Fanatical Prospecting</i> 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.<br /><br />The 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.</p> <p>Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.</p> <p>Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.</p> <p>This book reveals the secrets, techniques, and tips of top earners. You'll learn: </p> <ul> <li>Why the <i>30-Day Rule</i> is critical for keeping the pipeline full</li> <li>Why understanding the <i>Law of Replacement</i> is the key to avoiding sales slumps</li> <li>How to leverage the <i>Law of Familiarity</i> to reduce prospecting friction and avoid rejection</li> <li>The <i>5 C's of Social Selling</i> and how to use them to get prospects to call you</li> <li>How to use the simple <i>5 Step Telephone Framework</i> to get more appointments fast</li> <li>How to double call backs with a powerful voice mail technique</li> <li>How to leverage the powerful <i>4 Step Email Prospecting Framework</i> to create emails that compel prospects to respond</li> <li>How to get text working for you with the <i>7 Step Text Message Prospecting Framework </i></li> <li>And there is so much more!</li> </ul> <p><i>Fanatical Prospecting </i>is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.</p> <p>In 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.</p> <p>Break 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!</p><p/><br></br><p><b> From the Back Cover </b></p></br></br><p><i>Fanatical Prospecting</i> 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. <p>The 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. <p>With <i>Fanatical Prospecting</i> 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. <p>Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. <p>You'll discover: <ul> <li>The 30-Day Rule</li> <li>The Law of Replacement</li> <li>The Law of Familiarity</li> <li>5 Cs of Social Selling</li> <li>5 Step Telephone Framework</li> <li>3 Keys to Turning Around Objections</li> <li>3 Rules of E-Mail Prospecting</li> <li>7 Keys to Text Message Prospecting</li> <li>The 3 Ps Holding You Back</li> <li>And so much more</li> </ul> <p>Jeb 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. <i>Fanatical Prospecting</i> also includes winning techniques for creating persuasive, compelling e-mails and text messages that turn prospects into customers. <p>Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. <i>Fanatical Prospecting</i> 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.<p/><br></br><p><b> Review Quotes </b></p></br></br><br><p>"In Fanatical Prospecting, 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." --Jill Konrath - Bestselling author of Agile Selling, Selling to Big Companies and SNAP Selling</p> <p>"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." - <i>Anthony Iannarino, author of 17 Elements & The Sales Blog</i></p> <p>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." -- Mark Hunter "The Sales Hunter" author of <i>High-Profit Selling: Win the Sale Without Compromising on Price</i></p> <p>"The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now."<i> - Don Mikes, Senior Vice President, Penske</i></p> <p>"I have read literally hundreds of sales books and<i> Fanatical Prospecting </i>is among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you<i>." </i>John Spence, author of <i>Awesomely Simple </i>and one of the top 100 business thought leaders in the world.</p> <p>"Prospecting is the core, the foundation, the heart of every successful sales effort. In <i>Fanatical Prospecting</i> 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. - Miles Austin, FillTheFunnel.com</p><br><p/><br></br><p><b> About the Author </b></p></br></br><p><b>JEB BLOUNT</b> is a sales acceleration specialist who helps sales organizations reach peak performance <i>fast</i> 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 <i>Top Sales Magazine</i> and one of the World's Top 30 Social Selling Influencers by <i>Forbes</i>.
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