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

Here's the truth about the CRM: If you don't own it, you will never reach your true earning potential. Owning it means applying the CEO mindset we discussed earlier. It means: Being accountable for maintaining the integrity of your prospect database. Not waiting until your manager is screaming at you because you haven't updated a record in a month. Taking time to make copious notes following sales calls and logging those calls. Putting new leads in the system rather than carting around a pocket full of business cards you've collected from prospects. Rather than sitting around whining about how you don't understand the CRM, taking the time to learn it through trial and error and online learning tools.