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Fanatical Prospecting

The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
Written by: Jeb Blount
Narrated by: Jeb Blount, Jeremy Arthur
Length: 8 hrs and 21 mins
4.5 out of 5 stars (17 ratings)

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Publisher's Summary

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.

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.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people in the real world with real prospects.

Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

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
  • How to double callbacks with a powerful voice mail technique
  • How to leverage the powerful 4-Step Email Prospecting Framework to create emails that compel prospects to respond
  • How to get text working for you with the 7-Step Text Message Prospecting Framework
  • And so much more!

Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

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.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller coaster for good!

©2015 Jeb Blount (P)2016 Audible, Inc.

What members say

Average Customer Ratings

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  • Overall
    4 out of 5 stars

Wake up call for trolling!

It's wake up call for me that i wasn't upto my potential to make a difference in my personal & Professional career just by being there. I must block my calendar for prospecting everyday and just focus on this important activity and go extra mile and this alone push me to the top 5% in the arena. Thanks Jeb for making me realize how I can make a difference to my firm and for myself.

  • Overall
    5 out of 5 stars

Amazing

Powerful, Best for Beginers...and for Professionlas too.. .. .. .. .. .. .. .. ..

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  • Michael
  • 17-08-16

Fanatically impressed!

Great book! Just what I needed. A real kick in the butt and realization there are no shortcuts. Highly recommend to anyone looking to keep their pipelines filled and take their business/career to the next level!

21 people found this helpful

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  • Darius
  • 20-08-16

This book is pure sales GOLD!

I would recommend this book for anyone in a B2B sales role. Early in my sales career I had pretty good success with in person cold calls. I too came up with the self perpetuated notion that I was much better in person and got no where using the phone. In reality it was my call to rejection ratio that I was basing that theory off of. Like Jeb says, "If you just eat the frog and make the calls!" You will much more effective in your prospecting and fill your pipeline way faster. Not only that, he also ways in on other forms of prospecting that many may not have even considered doing. Great read!!!

26 people found this helpful

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  • Jennifer Walsh
  • 30-11-16

Great advice for small dollar sales

He does not claim to have a magic pill or easy solution which is my favorite part of the book.

Like most sales book he does take the first third of the book to convince you to read the last 2/3rds. I wish they would save the sales pitch on something I already own.

Overall this is a good book and should be reviewed periodically to ensure that you are not relaxing your prospecting efforts.

11 people found this helpful

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  • Bill King
  • 04-07-16

A must read for any sales professional

I have read dozens of sales books over the last 20 years I've been involved in business to business sales and this one is a must read. Jeb is direct, brutal and honest with his great tips on prospecting and time management. Commercial over 😉 but if you sell anything read this, you will thank me.

38 people found this helpful

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  • Gabriel Pasqualini
  • 10-08-16

My Dog loves this book!!

Never in the past I took him out for such a long rides in order to continue enjoying such a great book. I devored it.

Terrific material Jeb. Congratulations!

11 people found this helpful

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  • manuel morales
  • 22-07-16

Great

I have learn a lot from this book. Its one of a kind. Great for sales people

11 people found this helpful

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  • Amazon Customer
  • 05-08-16

Great Resource

I quickly adapted, increased my prospecting strategy, and made a sale while listening to this book

14 people found this helpful

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  • bobcatbrent
  • 27-07-16

The Bible for Today's Salesperson

What I would have given to have this book 20 years ago when I started my sales career. Within Fanatical Prospecting, Jeb Blount uses his ability and talent to keep your interest by sharing a careers worth of knowledge and experience. Each chapter delivers an extraordinary amount of valuable information for any sales rep in any field. Best sales book ever.

14 people found this helpful

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  • Curtis
  • 02-08-16

Excellent Book

This book provides tremendous insights to effectively prospecting, I highly recommend you begin reading it immediately.

5 people found this helpful

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  • Brock Forkey
  • 19-08-16

Great book!!!!!

This will help my prospecting a lot, actually it already has helped a lot. I love that he's 100% honest and tells it like it is. It helped me a lot when he said cold calling is hard for everyone.

10 people found this helpful

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  • Colin Bamford
  • 20-04-17

50 year old (who owns a polyester suit)

Great listen if you are serious about increasing sales/income/. It's all too easy to convince yourself that you are doing all you can. Jeb's narrative is direct, current and relevant. Approach the book with an open mind and be prepared to learn. Highly recommend.

6 people found this helpful

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  • Mr. D. Cartwright
  • 16-11-16

I am not a salesman

Great content and business insight which is helpful in any business - I am in a service industry - after sales! Really useful and I would recommend to anyone in business

9 people found this helpful

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  • discovercrm
  • 26-01-17

Quality... Nothing short of excellence

This is an excellent purchase, it identified my sales short comings and re-educated me to a positive and more focussed end. I have marked in my calendar to re visit this audio book every 3 months to keep me and my team on track.... Great job JEB

5 people found this helpful

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  • MS
  • 31-12-16

"There's book on everything you want to learn" Jeb Blount

And if you want to learn about prospecting that's your book. Easy to follow step by step plan for every business. 1 year free subscription to Jeb's members only forum is worth 100x the price of this book.

2 people found this helpful

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  • Anonymous User
  • 12-05-19

Refreshing

I have worked in outsides sales for many years now and have never really had the training on how to use the the phone properly and have often used the excuse " i,m better face to face", however this book has given me the confidence and structure to hit the phone in a big way to book appointments and help implement a better schedule for my outside and social media sales process

2 people found this helpful

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  • M. Venner
  • 19-05-20

I'm not in sales and I liked it

I'm not actually in sales, however I am a small business leader and found this useful and enlightening. there are lots of lessons to take from this book that will help anyone in sales but also those running a small business.

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  • Anonymous User
  • 12-03-20

The sales book every recruiter needs to read, re-read and share

I have recommended this book to my team, straight talking and lots of value from the first chapter.

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  • Andrew Brown
  • 26-02-20

Must read / listen for anyone selling

I run a small business and am responsible for business development as well as fulfilling the products and services- Jeb makes it clear why you must interrupt prospects, stop procrastinating and searching for the magic bullet, highly recommended.

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  • Jimmuy
  • 01-02-20

Phenomenal

The only book you'll ever need for a successful career in sales. First class advice debunking the myths.

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  • zoe
  • 19-01-20

beware: really irritating voice

I don't normally write reviews but struggled to finish (actually didn't) this as the voice reading the book is just so annoying. The content of the book was good in places. I just wanted to warn listeners if you find nasal voices irritating this might not be for you either

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  • Gabe
  • 04-06-18

not bad but not great

Solid book but didn't really have much juice. The first half of the book was decent with some pretty interesting insights about getting more prospecting calls done. The rest was pretty much Jeb going on with (what seemed like) anecdotal evidence for what works well and what doesn't. Some data driven insights on what good prospecting looks like would be much more valuable in my humble opinion. Worth a read but not an all time classic.

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  • Aaron
  • 13-09-17

Best for prospecting

Other than being a little long winded its one of the best audiobooks for me

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  • Anonymous User
  • 23-05-20

Couldn't put it down!

Highly recommend for any sales professional, but especially a new one such as myself. Definitely learned a lot.

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  • Dave
  • 05-02-20

Amazing and motivating

Love this book, as a salesperson, this has given me some new things to focus on. Highly recommend

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  • Geoff John Sedgwick
  • 05-12-19

Emulate or die !

Probably the most powerful aspect of this book from the perspective of someone who finds prospecting a bit daunting, is the knowledge that even the masters of this art still find rejection unpalatable, still have the same emotional responses to the act of picking up the phone but get through it and get the job done - love it !

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  • Anonymous User
  • 02-12-19

I'll listen to it a few more times and take notes

really good book, worth coming back to and taking notes. I think I'm going to get a hard copy just because of the value here

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  • Matt
  • 18-10-19

Great book

should of listened to this earlier, a lot of gold in here. Great work Jeb!

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  • Anonymous User
  • 31-08-19

immersive

so good, had to go back for seconds. thank you jeb, will look into more now

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  • Dean Jones
  • 16-06-19

Best book on sales you’ll ever read

Packed full of useful and usable advice. Will have to read again to make sure I didn’t miss anything. Best book on sales and prospecting on the market. Highly recommend it.

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  • Mr. Con Sotidis
  • 11-02-19

How much do you want it!

Thank you Jeb for sharing your wisdom with us.

Listening to you actually reading the book was even better. Your passion for the subject matter is clear and your expertise to guide us to be better sales people is immense.

Look forward to accessing web site of resources and learning more from you.

A great book in how to overcome your fears on prospecting as well as key skills you will need to prospect effectively.

Highly recommend without any doubt.