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

Phones are anchored to people, not desks. It is common for prospects to answer their mobile phone when you call them—either because their mobile line is their only line or because their office line rolls over to their mobile line. No one is calling. Because so much sales communication has shifted to e-mail, social inboxes, and text, phones are not ringing nearly as much as in the past. Because of this, salespeople who call are standing out in the crowd and getting through. Prospects are getting burned out on impersonal, irrelevant (and often automated) prospecting e-mails. E-mail and social inboxes are being flooded with crap. Prospects are hungry