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

I believe that for the sales profession, social media is the most important technological advancement since the telephone. There has never been a time in sales when so much information about so many buyers was so easy to access. And not just contact information, but context. Through the social channel, we gain glimpses into our prospects' behavior, desires, preferences, and triggers that drive buying behavior and open buying windows.