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

Horstman's Corollary Parkinson's Law states that work tends to expand to fill the time allotted for it. Horstman's Corollary is the converse. It describes how work contracts to fit into the time allowed. I simply changed the paradigm the reps were working under—instead of giving them an entire day to make their prospecting calls, I gave them 30 minutes. I repeat this exercise with salespeople within organizations across the globe, and the results are always the same. Salespeople and leaders are absolutely stunned at how much they get done when they block their time, focus on a single activity, and set an outcome goal for that activity. Time blocking is transformational for salespeople. It changes everything. When you get disciplined at blocking your time and concentrating your power, you see a massive and profound impact on your productivity. You become incredibly efficient when you block your day into short chunks of time for specific activities. You get more accomplished in a shorter time with far better results. For example, the average Sales Gravy inside sales rep makes around 120 outbound prospecting calls a day selling employment advertising to companies that are hiring salespeople. To most people, that seems like a huge number of calls, and it is. But what really causes a double take is when they learn that we do this in just three hours. Which leaves plenty of time for updating the CRM, building presentations, making follow-up calls, creating proposals, closing dea...