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 first is that desperation taps into the downside of the Law of Attraction, which states that what you focus your thoughts on, you are most likely to get. When you are desperate, you no longer focus your thoughts on what is required for success. Instead, you focus on what will happen to you if you don't get what you need, thereby attracting failure.

The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days.

The lesson the Law of Replacement teaches is that you must constantly be pushing new opportunities into your pipeline so that you're replacing the opportunities that will naturally fall out. And, you must do so at a rate that matches or exceeds your closing ratio.