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

The Universal Law of Need governs desperation. It states that the more you need something, the less likely it is that you will get it. This law comes into play in sales when lack of activity has left your pipeline depleted.