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

by Jeb Blount

Everybody wants the glory of the close, but most people are unwilling to grind—to pay the price for success. In any endeavor, success is paid for in advance with hard work. In sales, success is paid for in advance with prospecting. You will never excel at anything if you don't put the hard work in first.

The great Napoleon Hill said that “Desire is the starting point of all achievement, not a hope, not a wish, but a keen pulsating desire which transcends everything.” Likewise, my good friend Brian Stanton says, “Desire is the mother of sales activity.”

The most successful people are constantly investing in themselves to increase their knowledge, gain insight, and sharpen their skills.

Cicero said, “The cultivation of the mind is as necessary as food to the body.”

Gandhi said, “We should live as if we will die tomorrow and learn as if we will live forever.”

In sales, and in life, when you outlearn your competitors (and peers), you'll outearn them. People who invest in learning are more motivated, develop a stronger belief system, and...

Everything you ever need to know about anything is contained in a book.

Reading helps you think more thoroughly. It helps you see the world differently. It makes you a better resource to your customers and company. It helps you become a better conversationalist. Reading gives you insight. Improves your writing skills and vocabulary.

Reading just 15 minutes a day will change your life and your income.

You are what you believe. Your beliefs either attract success or push it away. Your beliefs drive your attitude. When it comes to prospecting and sales—attitude is everything.

In other words, when you choose to believe that you are in control of your own destiny, you no longer fear failure and rejection because you believe that failure is the path to learning, growth, and improved performance.

Gratitude is the cornerstone of a positive attitude, the spark that ignites self-motivation, and one of the true keys to happiness.

When you're in second place, attack the leader. When you're in first place, attack yourself.

Do more than is required. What is the distance between someone who achieves their goals consistently and those who spend their lives and careers merely following? The extra mile. —Gary Ryan Blair

When it is time to go home, make one more call.