What will I learn about: why 'silver-bullet' sales solutions fail and how proactively filling your pipeline through hard work is the true secret to success?

Understand why 'silver-bullet' sales solutions fail and how proactively filling your pipeline through hard work is the true secret to success.

What will I learn about: how 'fanatical prospectors' consistently out-earn their most talented peers by dedicating themselves to proactively chasing down leads?

Discover how 'fanatical prospectors' consistently out-earn their most talented peers by dedicating themselves to proactively chasing down leads.

What will I learn about: Learn to overcome the hardwired human fear of rejection and embrace the necessary awkwardness of interrupting your prospects' day?

Learn to overcome the hardwired human fear of rejection and embrace the necessary awkwardness of interrupting your prospects' day.

What will I learn about: Recognize why the traditional telephone remains an irreplaceable, highly efficient tool with contact rates that easily beat out email and social selling?

Recognize why the traditional telephone remains an irreplaceable, highly efficient tool with contact rates that easily beat out email and social selling.

What will I learn about: the 'eating the frog' technique to conquer your phone phobia by tackling your most dreaded prospecting tasks first thing in the morning?

Master the 'eating the frog' technique to conquer your phone phobia by tackling your most dreaded prospecting tasks first thing in the morning.

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

★ 4.4 / 5(241 ratings)

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Marketing & Sales

If You're Curious About These Questions...

You should listen to this audiobook

💡Did you know that the sales slump you might be facing today is actually the direct result of what you did—or didn't do—exactly thirty days ago?
💡What if you could eliminate the 'feast or famine' cycle forever by mastering the one daily habit that separates sales superstars from everyone else?
💡Are you curious about why most 'modern' sales shortcuts fail and what the world’s highest earners do differently to keep their pipelines overflowing?

Listen to Fanatical Prospecting — Free Audiobook

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Key Takeaways from Fanatical Prospecting

✓Understand why 'silver-bullet' sales solutions fail and how proactively filling your pipeline through hard work is the true secret to success.
✓Discover how 'fanatical prospectors' consistently out-earn their most talented peers by dedicating themselves to proactively chasing down leads.
✓Learn to overcome the hardwired human fear of rejection and embrace the necessary awkwardness of interrupting your prospects' day.
✓Recognize why the traditional telephone remains an irreplaceable, highly efficient tool with contact rates that easily beat out email and social selling.
✓Master the 'eating the frog' technique to conquer your phone phobia by tackling your most dreaded prospecting tasks first thing in the morning.

Learning Tools

Reinforce what you learned from Fanatical Prospecting

Mind Map

Fanatical Prospecting

Core Philosophy+

Overcoming Obstacles+

Three Laws of Prospecting+

Prospecting Channels+

Tracking & Prioritization+

Crafting the Pitch+

Quiz — Test Your Understanding

Question 1 of 10

What is the primary reason 'fanatical prospectors' are so successful compared to average salespeople?

A. They use exclusive social media tools to avoid the awkwardness of cold calling.
B. They rely on a single, highly refined sales methodology to target their ideal buyers.
C. They proactively and consistently pursue new clients to keep their pipeline full.
D. They only contact inbound leads who have already expressed interest in buying.

Question 2 of 10

According to the book, what fundamental truth must salespeople accept about the act of prospecting?

A. It inherently requires interrupting a prospect's day, which can be difficult and awkward.
B. It should only be done when a prospect is actively looking to buy a new product.
C. It is a natural talent that cannot be taught, so you must rely on your innate charisma.
D. It is best outsourced to specialized marketing agencies to avoid personal rejection.

Question 3 of 10

How does the author suggest salespeople handle the dreaded task of telephone prospecting?

A. Replace it entirely with modern social selling techniques to avoid rejection.
B. 'Eat the frog' and do it for the first two hours of the day to get it out of the way.
C. Wait until the end of the day when prospects are more relaxed and willing to chat.
D. Only call prospects who have interacted with your company's social media posts.

Question 4 of 10

What is the true value of social media in a salesperson's tool kit, according to the author?

A. It yields much higher direct conversion rates than traditional phone calls or emails.
B. It is the most effective platform for delivering a direct, unsolicited sales pitch.
C. It creates familiarity and provides invaluable contextual data about prospects' behaviors and preferences.
D. It allows salespeople to completely bypass the 'Universal Law of Need' by automating their sales.

Question 5 of 10

Which of the following is an example of 'Perfectionism' acting as an enemy to prospecting?

A. Staring at the phone worrying about whether the client will reject the pitch.
B. Putting off making calls because you feel too tired and promising to do it tomorrow.
C. Spending hours rereading client notes to get everything right instead of actually making calls.
D. Refusing to use the telephone and only sending perfectly crafted physical letters.

Question 6 of 10

Why does the author warn against relying on a single prospecting methodology?

A. Because different channels and mixtures work better depending on your specific industry, product, and geography.
B. Because social media algorithms change too frequently for any one method to be reliable.
C. Because sales managers require representatives to log activities across at least three different platforms.
D. Because prospects will automatically block salespeople who contact them more than once on the same channel.

Question 7 of 10

What does the '30-Day Rule' of prospecting state?

A. A salesperson must follow up with a prospect within 30 days of the first contact to close the deal.
B. The deals you close in any 90-day window are the fruit of the prospecting you did in the 30 days prior.
C. It takes exactly 30 days to move a prospect from the bottom to the top of the Prospecting Pyramid.
D. If you don't close a deal within 30 days, you should immediately remove the prospect from your pipeline.

Question 8 of 10

If a salesperson has a closing ratio of one in ten, and they just closed one deal, what does the 'Law of Replacement' dictate they must do?

A. Find exactly one new prospect to replace the deal that just closed.
B. Take a break from prospecting to service the new client before looking for more leads.
C. Add ten new prospects to the pipeline to replace the opportunity at a rate that matches their ratio.
D. Remove the remaining nine prospects from the pipeline as they are statistically guaranteed dead ends.

Question 9 of 10

In the context of tracking sales numbers, what is the difference between efficiency and effectiveness?

A. Efficiency is the ratio of activity to outcome, while effectiveness is the volume of activity done in a timeframe.
B. Efficiency is how much you get done in a timeframe, while effectiveness is the ratio between activity and outcome.
C. Efficiency only applies to cold calling, while effectiveness applies exclusively to social selling and networking.
D. Efficiency is about the quality of the sales pitch, while effectiveness is about the length of the call.

Question 10 of 10

When crafting a persuasive pitch to get your foot in the door, what critical question must you answer for the prospect?

A. What is the history of my company?
B. Why is my product the most technologically advanced?
C. What's in it for me? (WIIFM)
D. When is the best time for us to meet?

Fanatical Prospecting — Full Chapter Overview

1Recommendation
21 — The secret to sales success is simple: prospect fanatically.
32 — Fanatical prospectors don’t fear rejection, and they intentionally interrupt prospects.
43 — Everyone hates prospecting by phone, but it’s an irreplaceable tool.
54 — Social media isn’t ideal for selling, but it remains a powerful prospecting tool.
65 — Procrastination, perfectionism, and paralysis are a prospector’s worst enemies.
76 — Top salespeople use a blended prospecting methodology.
87 — Following the three laws of prospecting is essential for keeping your pipeline full.
98 — Like elite athletes, prospectors track the numbers to improve performance.
109 — The prospecting pyramid helps maximize your efficiency and effectiveness.
1110 — The key to a persuasive pitch is showing prospects what’s in it for them.
1211 — Final summary

Fanatical Prospecting Summary & Overview

Fanatical Prospecting (2015) is full of home truths and tips and tricks designed to help salespeople up their game – it’s the ultimate no-nonsense guide to salesmanship. The message is simple: If you want to make it as a sales superstar, you have to keep your pipeline full of leads. After all, no one’s going to hit a home run if they haven’t even made it up to the plate. Achieving this approach is exactly what these blinks will teach you how to do.

Who Should Listen to Fanatical Prospecting?

Salespeople in the trenches and executives surveying the battlefield
Entrepreneurs and self-starters tired of faddish, one-size-fits-all business “solutions”
Lateral thinkers looking for insights from different fields

About the Author: Jeb Blount

Jeb Blount is a sales-acceleration consultant with decades of experience on the frontlines of sales. In addition to being a best-selling author, he is a business coach and sought-after motivational speaker. He has been recognized as one of the Top 50 Most Influential Leaders in Sales and Marketing by Top Sales Magazine and one of the World’s Top 30 Social Selling Influencers by Forbes.

Fanatical Prospecting

If You're Curious About These Questions...

Listen to Fanatical Prospecting — Free Audiobook

Key Takeaways from Fanatical Prospecting

Learning Tools

Mind Map

Quiz — Test Your Understanding

Fanatical Prospecting — Full Chapter Overview

Fanatical Prospecting Summary & Overview

Who Should Listen to Fanatical Prospecting?

About the Author: Jeb Blount

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