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

A Trash Can or a Gold Mine More often than not, salespeople treat their database like a trash can rather than a gold mine. Call notes aren't inputted. Records aren't kept up to date. Calls are not logged. This inattention to detail causes the value and integrity of the database to be undermined, leaving salespeople struggling to set appointments and engage the right prospects, at the right time, with the right message because they don't know who to call.