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Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
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Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

4.30  ·  Rating details ·  2,964 ratings  ·  263 reviews
Ditch the failed sales tactics, fill your pipeline, and crush your number

Fanatical Prospecting 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.

The brutal fact is the number one reason for failure in sales is
Hardcover, 304 pages
Published October 5th 2015 by Wiley
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Average rating 4.30  · 
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 ·  2,964 ratings  ·  263 reviews

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Start your review of Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
Oct 17, 2015 is currently reading it
Simple ideas well stated are most memorable. I still remember things my first sales manager told me years ago circa 1990ish.

* Nothing is absolute -except for vodka
* Repeated Redundancy is the Mother of all learning
* No one sale will make or break you
* KISS- Keep it Simple Stupid
* his solution for most sales issues - make another call
* when you have a good call make another one immediately
* He called a deal that never closed - a china egg.
*Jim , you know what the biggest problem in the world
Steve Susina
Jan 05, 2016 rated it it was amazing
Blount provides a comprehensive approach to what works (and doesn't) in prospecting today. He provides specific examples for call and voice mails, breaking them down sentence by sentence, explaining why you should use certain words and phrases. Some may conclude that the information is too simplistic or that there's nothing new--but Blount's breezy style, peppered with his personal examples and case studies, provide a quick overview of prospecting that can help the novice and experienced pro ali ...more
Oct 18, 2015 rated it really liked it  ·  review of another edition
Shelves: biz, sales
I would rarely praise a sales-book, but this one is worth adding it to the shelve of must-reads.

To be fair, as a motivational publication, it does not lack fluff. Still the junk-to-meaningful-info ratio is high. The good ideas it brings are more than one or two (depends on what you have tried or are used to). What it does best is it helps to organize scattered thoughts or processes in this field.

Everyone dealing with sales knows that there is no one-size-fits-them-all solution to approaching cus
Oct 25, 2015 rated it it was amazing
Excellent book! A bit of motivational content to get your head in the game ("Know your worth." "Just pick up the phone and make the call." "Tell yourself you're going to win."), mixed with plenty of tactical steps to fill your pipeline and meet prospecting objectives. Blount's straightforward, tell-it-like-it-is approach is refreshing. He offers powerful strategies with specific steps and examples. I read the book over the weekend and already the book is highlighted, notated and dog-eared. Lots ...more
Mohammed Hindash
Great book. Even though somewhat repetitive with regard to some points, but the way he repeated these points are fine, like in an explanatory repetitive way.

'In sales and life there will always be somebody or something intimidating, a
competitor, or some problem that is bigger, faster, stronger, or smarter than you.
There will always be a mountain you'll have to climb and an uphill battle you'll
have to fight to reach your goal.

The Briarwood Buccaneers proved, once again, what great teams and grea
Nov 11, 2015 rated it it was amazing  ·  review of another edition
Shelves: read-2015
Great resource for salespeople

Within the fist few chapters I came across one tip that created four quick appointments that became solid sales. Throughout the rest of the book I found more tips, inspirations, and methods that are already having a huge impact on my sales within two weeks after stumbling across this book.
May 19, 2016 rated it it was amazing  ·  review of another edition
Jeb proves why he is one of my sales heroes because of this book.

It is my handbook for my profession and certainly a must have for anyone who takes their career in sales seriously.

Read this book to learn some no nonsense techniques and philosophies that will help push you to becoming a Sales Super Star!
Tom Hackelman
Oct 27, 2015 rated it it was amazing  ·  review of another edition

Fanatical Prospecting is packed with great content and excellent ideas. To succeed in sales, you must prospect. Jeb provides great guidance for maximizing your efforts. This is a great read!
Alex Schmidt
Dec 15, 2019 rated it it was amazing
This book seriously get 5/5 stars. It’s my new personal development bible. Love everything that is shared and it was all really eye opening and just made sense. Have already started implementing things from this book!
David Kudlinski
Mar 06, 2016 rated it it was amazing
This is a good book on sales, and it covers a wide range of topics. The book is textual in nature, so it is not a quick read. But this parallels the motif of the guide- that sales is hard work. Most folks do not do sales because they think sales people are born gifted and are those who do not have guilt about lying. Yet, that is a stereotype, according to the guide, and sales people are better to be born with a lot of competitive energy and drive. Equally important is professional methods and te ...more
Long Dinh
May 19, 2016 rated it it was amazing
Shelves: sales, business
Wow! If i can do a standing ovation right now, i would actually do it. This book is hands-down the BEST book in sales that i have read in years. Reading it is like eating chocolate with rum melted in your mouth. I'm so excited and at the same time feel so blessed that i come across it.
What's that? Zig zillar? To sell is human? Nah, although they are good, this is definitely better.
The author is a great guy and an avid reader like all of us. He is so focused, experienced, yet so kind. He holds n
Paweł Kołkowski
Mar 28, 2018 rated it really liked it
Shelves: sales
Key ideas and insights from book:
- Persistance always wins
- There is no easy button in prospecting
- Schedule a block-time for prospecting
- You have to have mental Toughness
- It’s all about desire
- Contact prospect on golden hours do rest work in other hours
- Make one more call
- Familiarity is important
- Every touch with prospects has one of four goals:
1. Build more familiarity with you and your brand
2. Get more information and qualify
3. Close a sale
4. Set a meeting
- You can’t watch for those
Katie Katieneedsabiggerbookshelf
If you are in sales, or have ever been in sales, this book will remind you of the basic information you already know. However, while you may already know it, you have likely either forgotten it, or been like “eh I’ve been doing this long enough, I don’t need to prospect like that anymore.” News flash: you do. This book was a great reminder of the best ways to make sure you constantly have a pipeline of business as I head into my new job next month. It may seem self explanatory, but it’s always g ...more
Aug 22, 2019 rated it it was amazing
This book should be included in the hall of fame of sales books alongside books by Zig Ziglar, Jim Rohn, Grant Cardone, and Brian Tracy.

Sales is a mindset that you have to harness and there are no shortcuts to success. Sales 2.0 new age garbage will let you down. Social selling is fake. Face-to-face and picking up the phone will always be the way to go.

Much appreciated is the part where Jeb talks about sales people who read will always out-earn those who don’t.

Nadiah Razali
Jun 23, 2018 rated it it was amazing
Definitely will reread back this book
Lorraine Haataia PhD
Is it possible for a book on sales to be uplifting? It is if it's written by Jeb Blount.

Through years of selling experience, he has figured out the secret to successful selling. He teaches the importance of knocking out dozens of sales calls in a golden hour and then before the day ends to make one more call. When things don't go so well on one call, his advice is simple. N-E-X-T. Move on to the next prospect.

This book has had an immediate impact on how I view sales for my company. I now know
Cole Kostreva
Feb 26, 2020 rated it it was amazing
For someone just getting into sales I found this to be a great starting point to get my bearings and solidify understanding of certain facets of sales. There were many noteworthy "outlines" for formatting certain aspects of prospecting that can be altered for your specific use case. Also this book lightly touched on many general self improvement techniques (like physical activity) that I strongly agree with and how they can transfer over into the quality of your work. Would strongly recommend to ...more
Brad Carl
Mar 13, 2020 rated it it was amazing
This is a good book. It is perfect? No. Does it have things in it I don't agree with? Yes. Could it have been shorter? Yup. Does Jeb Blount overuse the word "important"? Absolutely. (I actually listened to the audiobook. The only reason I noticed his repetitive use of the word is because he pronounces it "impordunt" which, honestly, caused me to cringe every time I heard it. But take note - I still gave the book 5 stars.)

If you're a salesperson looking for some good tips and tactics, you should
Dec 16, 2020 rated it it was ok
Shelves: y-scouts
A few nuggets of practical goodness hidden in the midst of all the words. So many "business" books are like this and could be easily communicated more effectively in a white paper or bulleted list.

I struggle with his continued assertion that everyone hates prospecting (they don't) and is crushed by rejection (they aren't). Many of his points about grit, resilience, and working harder are rooted in privilege and don't recognize the impacts of those elements on equity and inclusion.
Jan 09, 2019 rated it it was amazing
Excellent book for people in sales or network marketing. Steps for learning to keep your prospect funnel full.
Rafael Libardi
Oct 06, 2017 rated it it was amazing
Amazing book, great tips from practical prospecting until resilience for sales.
Jaron Dunford
Oct 17, 2015 rated it really liked it
Shelves: read-business
Spartan Up author Joe De Sena explains that the ‘easy’ is the greatest marketing hook of all time. It’s human nature to seek the easy way out.
In sales there will always be something to complain about. That is just how it is. There will be obstacles, roadblocks, bad managers, rude prospects, product and service challenges, and changes to the commission plan.

You can control 3 thinks. Actions, Reactions, mindset.

Becky has 30 prospects in her pipeline. Her closing percentage is 10 percent. She clos
Jude Dawute
Feb 07, 2016 rated it it was amazing
This review has been hidden because it contains spoilers. To view it, click here.
Tim Hughes
Nov 28, 2017 rated it really liked it
It's about prospecting as it says on the cover. Jeb takes you through the process of why prospect, to the different reasons why there needs to be a prospecting culture within a company and why as a salesperson you need to prospect. If you are new to sales or just want to update yourself on prospecting then go for it. Of course there isn't anything earth shattering new in here, we have been prospecting for years, but hey if prospecting 101 is what you want. It's a good start. ...more
Nov 22, 2015 rated it really liked it  ·  review of another edition
Great read for anyone in sales

This book is a refreshing reminder to everyone in sales. A reminder that sales 2.0 is only part of your success story. Selling basics like hitting your phone still work. Simple straight forward advice given in real world language.
Oct 15, 2015 rated it really liked it
Lots of great tips in this one. I liked the prospecting outreach e-mail structure, and the "one last call" strategy. ...more
Petri Poikolainen
Dec 16, 2015 rated it liked it
Part of my research about B2B sales process. Lots of common sense advices.
James Lott
Mar 17, 2016 rated it it was amazing  ·  review of another edition
Great read

Great read for anyone who is serious about proving their sales skills. Easy to follow. Straight forward. Simple. Highly recommended.
Roland Martinez
Apr 02, 2016 rated it it was amazing
This is the best book on prospecting I've ever read. It was motivating, informative and entertaining. ...more
Oct 04, 2017 rated it really liked it
Its a surface level sales book, more motivational than anything. If you really want to learn the art of selling read books on psychology or evolution.
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“The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day. The implication of the 30-Day Rule is simple. Miss a day of prospecting and it will tend to bite you sometime in the next 90 days. Miss a week and you will feel it in your commission check. Miss the entire month and you will tank your pipeline, fall into a slump, and wake up 90 days later desperate, feeling like a loser, with no clue how you ended up there.” 8 likes
“There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” 4 likes
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