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

In sales, consistently relying on a single prospecting methodology (usually the one you feel generates the least amount of resistance and rejection), at the expense of others, consistently generates mediocre results. However, balancing your prospecting regimen based on your industry, product, company, territory, and tenure in your territory gives you a statistical advantage that almost always leads to higher performance and income over the long term.