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 majority of salespeople don't track their numbers. Why? Because it is so much easier to delude themselves into thinking that they have made far more calls or prospecting touches than they have really made. The false comfort of delusion is warm and fuzzy and far more inviting than the cold edge of reality.