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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
- Narrated by: Jeb Blount, Jeremy Arthur
- Length: 8 hrs and 21 mins
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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!
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What listeners say about Fanatical Prospecting
Average Customer RatingsReviews - Please select the tabs below to change the source of reviews.
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- Michael
- 08-17-16
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!
24 people found this helpful
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- Amazon Customer
- 05-16-19
Repeated Sales knowledge
Nothing sticks out in the book. Just repackaged general sales advice. For the title being fanatical it’s very blah.
10 people found this helpful
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- Timothy
- 09-25-18
Fake Book
These stories sounds poorly made up to try and prove a point. I went all the way through chapter 15 before I couldn't listen anymore. Everyone knows you have to talk to people to close a deal, whether on the phone or in person. How many different ways can this guy poorly try to rephrase that. What a waste of $20.
8 people found this helpful
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- Jennifer Walsh
- 11-30-16
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.
16 people found this helpful
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- Darius
- 08-20-16
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!!!
30 people found this helpful
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- manuel morales
- 07-22-16
Great
I have learn a lot from this book. Its one of a kind. Great for sales people
13 people found this helpful
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- Bill King
- 07-04-16
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.
39 people found this helpful
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- Amazon Customer
- 08-05-16
Great Resource
I quickly adapted, increased my prospecting strategy, and made a sale while listening to this book
16 people found this helpful
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- bobcatbrent
- 07-27-16
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.
16 people found this helpful
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- Amazon Customer
- 02-14-19
Great truths, rocky delivery
The book as a whole is a good read. You will learn a lot and if you apply the teachings you will learn even more and see success.
The issue lies in execution, where the author references a concept as part of a lesson, and then a few lessons later will explain the concept. A less egregious example would be referencing the "Eat the frog" concept, then a page later will explain what "Eat the frog" means. However, some examples span chapters before you get the explanation of the concept.
With a slight reordering of information the book would be one of the greatest and helpful books you will read on sales, and in fact is still a high ranking book.
3 people found this helpful
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- Colin Bamford
- 04-20-17
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.
9 people found this helpful
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- Mr. D. Cartwright
- 11-16-16
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
- 01-26-17
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
6 people found this helpful
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- zoe
- 01-19-20
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
2 people found this helpful
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- MS
- 12-31-16
"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
- 05-12-19
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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- Anonymous User
- 05-11-22
Repetitive
Pretty repetitive, 0.5 hrs of knowledge stretched over 8hrs, pretty repetitive. 'How to make someone not want to work in sales' - better title, pretty repetitive.
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- #earlyeditor🤓📚
- 04-11-22
Detailed
A lot of content and goes into detail in a lot of almost "common scence" practices, but definitely some usfull lessons.
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- Artem Bunchuk
- 03-31-22
If you read the title, you read the whole book.
A creative exercise in saying the same thing in as many words as possible. Pretentious rubbish.
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- Anonymous User
- 01-25-22
Really good
Very good at covering all aspects of selling and prospecting - recommend to everyone - a lot of great value
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- Gabe
- 06-04-18
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.
4 people found this helpful
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- Aaron
- 09-13-17
Best for prospecting
Other than being a little long winded its one of the best audiobooks for me
2 people found this helpful
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- Geoff John Sedgwick
- 12-05-19
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 !
1 person found this helpful
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- Andrew Mellor
- 04-15-22
Truth filled sales pump up
I found Jeb's style honest and entertaining. It has equipped me as an entrepreneur
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- John M
- 01-31-22
A great way to minimise call reluctance
I just loved it and immediately when finishing it have downloaded another of the author's books.
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- Anonymous User
- 02-10-21
Great insight to what it truly takes to be successful in sales and the mindset that is required.
I had a blast listening to this audiobook. After seeing it recommended by multiple people I knew, about how great this book was, I had to get this book. Not only are the points mentioned about prospecting fantastic but the passion behind jebs narration just show’s how this guy really lives everything he teaches. Would highly recommend to anyone in b2b sales or b2c.
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- Matt
- 08-13-20
No Nonsense
direct and straight the point. as someone new to sales this was exactly what I was looking for as a guide.
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- Anonymous User
- 05-23-20
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
- 02-05-20
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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- Anonymous User
- 12-02-19
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