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

When you are selling transactional, low-risk, or relatively low-cost products or services and prospecting via phone and in-person channels, your primary prospecting objective is closing the sale right on the spot. If you are prospecting via e-mail, text, or social channels, your primary objective is to convert that prospecting touch into a sales conversation that leads to closing the sale.