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

Each day salespeople waste time, energy, and emotion swinging at ugly deals. Deals that are unprofitable, unqualified, not in the buying window, don't have a budget, don't have an identified decision maker, or because of contracts don't have the ability to buy. From the outside looking in, it is obvious that these low-probability, ugly deals will never close and will divert the salesperson's time and attention from better opportunities. Yet, in spite of the obvious signs, salespeople forge forward, either delusional or oblivious, placing these deals in their pipelines and projections, wasting endless hours working on ugly deals that will never close. Sadly, the results are predictable. Almost all of these salespeople strike out.