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Fanatical Prospecting

The Ultimate Guide To Opening Sales Conversations And Filling The Pipeline By Leveraging Social Selling, Telephone, Email, Text, And Cold Calling

Fanatical Prospecting - Blount, Jeb - ISBN: 9781119144755
Prijs: € 26,65
Levertijd: 3 tot 4 werkdagen
Bindwijze: Boek, Gebonden
Genre: Economie en bedrijf
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Ditch The Failed Sales Tactics, Fill Your Pipeline, And Crush Your Number Fanatical Prospecting Gives Salespeople, Sales Leaders, Entrepreneurs, And Executives A Practical, Eye-opening Guide That Clearly Explains The Why And How Behind The Most Important Activity In Sales And Business Development Prospecting.


Titel: Fanatical Prospecting
auteur: Blount, Jeb
Mediatype: Boek
Bindwijze: Gebonden
Taal: Engels
Aantal pagina's: 304
Uitgever: John Wiley & Sons Inc
Plaats van publicatie: 01
NUR: Economie en bedrijf
Afmetingen: 153 x 225 x 29
Gewicht: 430 gr
ISBN/ISBN13: 9781119144755
Intern nummer: 30376693

Biografie (woord)

JEB BLOUNT is a sales acceleration specialist who helps sales organizations reach peak performance fast by optimizing talent, leveraging training to cultivate a high–performance sales culture, developing leadership and coaching skills, and applying more effective organizational design. He is a sought after keynote speaker and trainer and advises many of the world′s leading organizations and their executives. Jeb 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.


In Fanatical Prospecting, you ll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb s honest, real world approach is a refreshing and much needed wake–up call for today s salespeople and sales leaders. Jill Konrath – Bestselling author of Agile Selling, Selling to Big Companies and SNAP Selling

Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance. Fanatical Prospecting is a masterpiece. Anthony Iannarino, author of 17 Elements & The Sales Blog

"Jeb Blount turns the most despised activity in sales PROSPECTING – upside down. He nails it with his insights, humor, and expertise, making this a book every salesperson, entrepreneur, and executive must read. Get ready to come away with more strategies and ideas and you ve ever found in one place. –– Mark Hunter The Sales Hunter author of High–Profit Selling: Win the Sale Without Compromising on Price

The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now. – Don Mikes, Senior Vice President, Penske

I have read literally hundreds of sales books and Fanatical Prospecting is among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you. John Spence, author of Awesomely Simple and one of the top 100 business thought leaders in the world.

Prospecting is the core, the foundation, the heart of every successful sales effort. In Fanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade, provides answers for every aspect of successful prospecting. Blount explains core principles of prospecting in a story–telling style that begs you to write in the margins and put your own action plan into place. – Miles Austin,


Foreword Mike Weinberg xi

Special Note Free Prospecting Resources xv

Chapter 1 The Case for Prospecting 1

Chapter 2 Seven Mindsets of Fanatical Prospectors 9

Chapter 3 To Cold Call or Not to Cold Call? 13

Chapter 4 Adopt a Balanced Prospecting Methodology 20

Chapter 5 The More You Prospect, the Luckier You Get 25

Chapter 6 Know Your Numbers: Managing Your Ratios 36

Chapter 7 The Three Ps That Are Holding You Back 41

Chapter 8 Time: The Great Equalizer of Sales 49

Chapter 9 The Four Objectives of Prospecting 71

Chapter 10 Leveraging the Prospecting Pyramid 84

Chapter 11 Own Your Database: Why the CRM Is Your Most Important Sales Tool 92

Chapter 12 The Law of Familiarity 96

Chapter 13 Social Selling 105

Chapter 14 Message Matters 132

Chapter 15 Telephone Prospecting Excellence 154

Chapter 16 Turning Around RBOs: Reflex Responses, Brush–Offs, and Objections 178

Chapter 17 The Secret Lives of Gatekeepers 193

Chapter 18 In–Person Prospecting 201

Chapter 19 E–Mail Prospecting 214

Chapter 20 Text Messaging 235

Chapter 21 Developing Mental Toughness 245

Chapter 22 Eleven Words That Changed My Life 264

Chapter 23 The Only Question That Really Matters 266

Notes 271

Acknowledgments 275

About the Author 278

Index 281


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