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Blink 3 of 8 - The 5 AM Club
by Robin Sharma
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Fanatical Prospecting summary
The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
28 mins
Brief summary
Fanatical Prospecting by Jeb Blount is a sales book that emphasizes the importance of prospecting to keep a consistent pipeline of leads. It provides practical advice and techniques for effective communication, reaching out to cold leads, and staying motivated.
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Fanatical Prospecting
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Key idea 1 of 10
The secret to sales success is simple: fanatical prospecting.
Sales are the lifeblood of business. Nothing happens until someone, somewhere, sells something. Call it the Law of Business. But here’s the odd thing – few people really understand how salesmanship works.
“Experts” are a dime a dozen, but the brutal truth is that their solutions rarely work. Why? Well, all too often they’re telling salespeople not what actually works but what they want to hear: that there’s a shortcut to success.
That’s always an attractive offer. “Easy,” as entrepreneur and author Joe de Sena points out, “is the greatest marketing hook of all time.” Whether it’s get-rich-quick schemes or magic diet pills promising effortless weight loss, we generally know that silver-bullet solutions are too good to be true. But that doesn’t mean we don’t fall for them anyway. Salespeople are often no different. When an expert tells them that the old-school approach of tracking down new sales is passé, they’re likely to believe it. And no wonder. After all, everyone dreams of immediate success, and the easier to achieve it, the better!
Here’s the thing, though: sales is hard work. Hitting your targets and closing deals takes time and dedication. Raw talent alone just doesn’t cut it if you’re not putting the hours in. That’s something sales superstars – the small minority who close the majority of all deals – intuitively understand.
After all, most of them have seen clever, ambitious and talented colleagues fail time and time again because they didn’t put in the legwork necessary for success. The real reason superstars earn more, take home the big bonuses and win prizes is this: they work harder, better and longer than the also-rans. They proactively pursue new clients, or prospects. This is called prospecting.
A dedication to chasing down leads that translate into future sales is what makes the best salespeople skip meals to make calls, interrupt their weekends to send out emails and put in extra shifts to knock on doors. Come evening, they’re using their downtime to hit social media to cultivate new contacts and network with potential clients.
In sales lingo, that’s known as keeping the pipeline full. If you’re not feeding new prospects in at one end of the pipe, you’re not going to get sales out at the other end. That’s something every fanatical prospector knows by heart. In the following blinks, we’ll take a closer look at these exceptional salespeople and their methods.
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What is Fanatical Prospecting about?
Fanatical Prospecting (2015) is full of home truths and tips and tricks designed to help salespeople up their game – it’s the ultimate no-nonsense guide to salesmanship. The message is simple: If you want to make it as a sales superstar, you have to keep your pipeline full of leads. After all, no one’s going to hit a home run if they haven’t even made it up to the plate. Achieving this approach is exactly what these blinks will teach you how to do.
Fanatical Prospecting Review
Fanatical Prospecting (2015) is a must-read for anyone who wants to master the art of prospecting and boost their sales success. Here's why this book is worth reading:
- Packed with practical techniques and strategies, it provides actionable advice on how to find and connect with potential customers, helping to fill your sales pipeline.
- Blending real-life examples and stories from successful salespeople, the book brings the content to life and shows you how prospecting can lead to remarkable business growth.
- With its engaging and lively tone, the book transforms what could be a dry topic into an exciting journey, keeping you invested and motivated throughout.
Best quote from Fanatical Prospecting
The enduring mantra of the fanatical prospector is: One more call.
—Jeb Blount
Who should read Fanatical Prospecting?
- Salespeople in the trenches and executives surveying the battlefield
- Entrepreneurs and self-starters tired of faddish, one-size-fits-all business “solutions”
- Lateral thinkers looking for insights from different fields
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Fanatical Prospecting FAQs
What is the main message of Fanatical Prospecting?
The main message of Fanatical Prospecting is the importance of consistent and proactive prospecting for sales success.
How long does it take to read Fanatical Prospecting?
The reading time for Fanatical Prospecting varies depending on the reader's speed, but it typically takes several hours to complete. However, the Blinkist summary can be read in just 15 minutes.
Is Fanatical Prospecting a good book? Is it worth reading?
Fanatical Prospecting is worth reading for sales professionals. It provides valuable insights and practical strategies to improve prospecting effectiveness.
Who is the author of Fanatical Prospecting?
Jeb Blount is the author of Fanatical Prospecting.
What to read after Fanatical Prospecting?
If you're wondering what to read next after Fanatical Prospecting, here are some recommendations we suggest:
- Objections by Jeb Blount
- Smart Calling by Art Sobczak
- Predictable Revenue by Aaron Ross & Marylou Tyler
- SPIN Selling by Neil Rackham
- To Sell Is Human by Daniel H. Pink
- Gap Selling by Keenan
- Influence by Robert B. Cialdini
- The 5 AM Club by Robin Sharma
- Sales EQ by Jeb Blount
- Ego is the Enemy by Ryan Holiday