Fanatical Prospecting Pdf Book Free PORTABLE Download

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.

The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Fanatical Prospecting Pdf Book Free Download

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Fanatical Prospecting Bootcamp is a high-impact, comprehensive sales training curriculum that builds the core competencies for outbound prospecting calls, objection handling, qualifying, targeting, time management, pipeline discipline, and sales productivity.

This course is designed for sales professionals who are responsible for outbound prospecting, inbound lead follow up, and top of funnel activities. It is appropriate for both inside and field sales roles and is applicable across B2B and B2C sales channels. The course may be modified to include only the prospecting channels available to your sales team.

The number one reason salespeople fail is empty pipelines. The number one reason for empty pipelines is a deficiency in prospecting skills. Fanatical Prospecting Bootcamp helps sellers gain the competencies to:

No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.

This book reveals the secrets, techniques, and tips of top earners. You'll learn: why the 30-Day Rule is critical for keeping the pipeline full; why understanding the Law of Replacement is the key to avoiding sales slumps; how to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection; the 5 C's of Social Selling and how to use them to get prospects to call you; how to use the simple 5 Step Telephone Framework to get more appointments fast; and much more!

One of my goals this year is to focus on developing my selling skill-set; each day finding ways to become a better salesperson, executive, and entrepreneur. One of the most realistic ways to accomplish this is by making a greater effort to read more books about the various principles I can apply to my business life to further hone my skill-set. As a way to remain accountable, I decided to write a book review and share it with my LinkedIn network. Today I am going to talk about prospecting and business development, and the ways I plan to apply some of the principles learned from reading Fanatical Prospecting by Jeb Blount. Content marketing, time management, and scaling start-ups will all be discussed in future book reviews.

Jeb Blount states that the difference between" average sales people and fanatical prospectors is that fanatical prospectors are aware of the brutal fact that the number one reason for failure in sales is an empty pipeline that is the direct result of a failure to prospect." Fanatical prospectors live to prospect. Prospecting is like breathing air. Fanatical Prospecting is a mindset - a mindset that I am working everyday to incorporate in my daily process.

Action breeds confidence. Despite what most people say sales is a numbers game. The more you prospect, the more opportunities that you have to close. To be successful at B2B sales you have to spend as much as 80% of your time prospecting. There are three pillars of prospecting that Jeb describes in the book. Let's go through the three pillars of prospecting according to Jeb Blount and how we are going to apply his principles at Correlate.work.

Jeb Blount states that in sales, the universal law of need is that when you need something, the less likely it is that you will get it. This is incredibly true. I have always found that in sales when I need a deal it almost always falls through. This is doubly true in entrepreneurship. The cure to this prospecting ailment is to consistently work on your pipeline. Action breeds opportunity.

When you are in a sales slump always think about the 30-day rule. The 30 day rule is the prospecting that you do in a 30-day period will pay off in 90 days. If you do not prospect tomorrow, you will feel the effects within the next 90 days. If you do not prospect all of next week, you will feel it in your commission check. If you do not prospect for the next month, your business will collapse.

This is the part of our business in which we failed. Once our pipeline became full, we stopped prospecting and paid for it dearly. The Law of Replacement is something we now live by! The most crucial aspect of building is a maintaining a robust sales pipeline.

Procrastination is one of my many weaknesses. I always say that I will get to it tomorrow. I will write my work book report next week. I will make my sixty phone calls tomorrow. I will follow-up with my client on Wednesday. In the book Jeb states that "every failure in his life has been a direct result of a collapse in my discipline to do the little things everyday." This truth resonated with me greatly. Procrastination keeps you from becoming great. Focus on doing the hard things (prospecting) that will take you to the next level.

The cure for the 3P's according to Jeb Blount is to get focused on making the first phone call. Then focus on making the second call. Then focus on completing your call list for the day. Lastly focus on completing your call list for the week and the month. Before you know it you will have 30 consecutive days of prospecting to build your pipeline.

Sales people are the most important individuals in an organization. They generate revenue and pay the organization's bills. Sales people who think like CEOs are fanatical prospectors! They believe they and they alone are accountable for their own success or failure. They take complete responsibility and accountability for managing their time, territory, prospect database (CRM), and resources. This statement is pure gold! Once you accept that you and you alone are responsible for your success or failure you will do what is necessary to succeed. As Jeb states, the true test of CEOs in the business world is their ability to find creative solutions to inevitable roadblocks. Likewise, fanatical prospectors do not allow unexpected obstacles to slow them down. They do not blame others nor do they make excuses. Instead, when faced with roadblocks, distractions, and surprises, sales people adapt and find creative solutions that allow them to work around problems while they continue to fill the pipe. CEOs make things happen not excuses.

A well-rounded book on prospecting and sales. I like the advice on leveraging text messaging and social media for prospecting. The section in chapter 9 on building familiarity and the number of touches required was helpful and a good mental model to be aware of.

The Real Secret to Sustained Sales Success

The path is brutally simple but not easy. The answer is fanatical prospecting.

Superstars are relentless, unstoppable prospectors.

Fanatical: motivated or characterized by an extreme, uncritical enthusiasm.

Superstars view prospecting as a way of life.

The Fallacy of Putting All Your Eggs in One Basket

In sales, consistently relying on a single prospecting methodology consistently generates mediocre results.

Balance your approach based on your industry, product, company, territory and tenure in your territory.

Procrastination

You cannot do all your prospecting for the month in one day.

Failure is the cumulative impact of many poor decisions, slips in self-discipline, and things put off until it is too late.

Failure to do the little things every day will cripple your efforts to achieve your goals.

Procrastinating is easy but the cost is great.

Tip Top (Level 6)

Highly qualified prospects who are moving into the buying window, due to an immediate need, contract expiration, trigger event, or budgetary period.

These are the highest priority and should be at the top of your daily prospecting list.

Ditch the failed sales tactics, fill your pipeline, and crush your number

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 consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You'll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.

"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 than you've ever found in one place."

--Mark Hunter, "The Sales Hunter," author of tag_hash_110_______________________________________________________________ 006ab0faaa