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 brutal fact is the number one reason for failure in sales is an empty pipe, and, the root cause of an empty pipeline is the failure to prospect.

Joe De Sena explains that “easy is the greatest marketing hook of all time.”

It has never been about degree of the call; it is has always been about the willingness on the part of the salesperson to interrupt.

the first rule of sales slumps is when you are in one, start prospecting.

After seeing a lot of the world, I now tend to return to the same spots. I enjoy the familiarity. —Louise Nurding

The best way to avoid becoming a statistic is to embrace the suck and eat that frog.

I've had prospects scream at me on Tuesday and treat me like I'm their best friend on Wednesday. Completely oblivious to my previous call. That's why, when people tell me to “never call them again,” I call.

When it is time to go home, make one more call.

the only question that really matters is: How bad do you want it?