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

We minimize the downtime between calls by having our targeted call lists prepared and researched in advance (Platinum Hour work). We take notes during the block and wait until after the block concludes to log our calls and update the CRM—time that is blocked specifically for CRM activity. We also schedule blocks for e-mail and social prospecting.