Fanatical Prospecting
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Sales
Fanatical Prospecting
Jeb Blount
The pipeline you have in 90 days is the prospecting you do today.
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Lessons learned
01
The 30-day rule.
What I prospect this month pays out in 90 days. Every slow quarter I've had traced back to a month I stopped filling the top of the funnel.
02
Prospect every day, no matter what.
Blount calls it a non-negotiable block. I treat it like training: it happens before anything else gets a vote.
03
Interrupting people is the job.
Nobody is waiting for my call. If I'm not willing to interrupt, I'm not willing to sell.
04
The law of familiarity.
The more touches someone has had from me, the easier the next one is. Email, phone, social, and in person all count toward the same number.
05
Rejection is a math problem.
When I know my ratios, a no is just a step closer to the next yes. I stopped taking it personally once I started counting.
Who should read it
Any seller who has ever said "I'm too busy to prospect." That sentence is how pipelines die, and this book is the fix.
