Summary of Fanatical Prospecting

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Rating

8 Overall

9 Applicability

7 Innovation

8 Style


Recommendation

In sales, nothing is more important than prospecting. Yet many salespeople don’t prospect, because the process can be so painful. Now, help is at hand. Former sales superstar and master prospecting expert Jeb Blount teaches salespeople how to minimize the pain and become effective, productive sales prospectors. He explains his proven, productive system for prospecting. He covers all of the expected prospecting channels – emails, phone calls, social media, networking, and so on. Blount understands prospecting and has a lot of concrete information to share. getAbstract recommends his manual to salespeople and sales managers.

In this summary, you will learn

  • Why prospecting is essential to sales;
  • Why many salespeople don’t prospect;
  • What traits distinguish the sales superstars who do;
  • How to use the “three core laws of prospecting”;
  • How CRM systems fuel sales success; and
  • How to prospect by phone, by email and through social selling.   
 

About the Author

The author of seven books, Jeb Blount is a sales acceleration specialist who helps sales organizations quickly reach peak performance. 

 

Summary

Prospecting

Many supposed sales experts claim prospecting is passé. These self-proclaimed authorities are almost always talking heads preoccupied with “inbound marketing, Sales 2.0” and “social selling.” Their pitch to salespeople is, “Never cold call again!” Of course, they’re wrong.


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    Kyle Paloutzian 4 months ago
    Last two pages are the most relevant. Mental toughness is key!
  • Avatar
    Anonymous 11 months ago
    Poor website....it doesn't send email link in my email
    • Avatar
      Karen Londo 11 months ago
      Hello sir/madam. Thank you for your comment. As I am not sure what link you are referring to, I will send you a separate email to the email address on file with your account
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    Natalie Lipin 1 year ago
    Brilliant read - very informative and engaging. I will definitely look further into the author and more of his work!