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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

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Best for prospecting

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

1 of 1 people found this review helpful

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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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well done. very well done. solid no BS.

loved it. a great book and well worth it. solid advice and no BS . happy listening

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An excellent sales guide

I have no hesitation recommending this reference to anyone working in sales or managing a sales team. It boils down the art of prospecting into the things that really matter.

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Absolute GOLDMINE!

Any additional comments?

Amazing stuff! I can't recommend this enough. If you are in sales, want to get into sales, or have any customer interaction in your daily job/business, YOU NEED TO HEAR THIS.

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Money back

I would like my money back please or replace with another book. This book does not merit the payment

0 of 1 people found this review helpful

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Better than my expectations.

One of the best books in sales & prospecting. I've read many books in this subject but I m gonna keep this re reading always.

0 of 1 people found this review helpful

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  • Bill King
  • 04-07-2016

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.

34 of 40 people found this review helpful

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  • Darius
  • 20-08-2016

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!!!

13 of 15 people found this review helpful

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  • bpawson
  • 27-07-2016

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.

13 of 15 people found this review helpful

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  • Michael
  • 17-08-2016

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!

8 of 9 people found this review helpful

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  • manuel morales
  • 22-07-2016

Great

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

10 of 12 people found this review helpful

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  • Gabriel Pasqualini
  • 10-08-2016

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!

6 of 7 people found this review helpful

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  • Amazon Customer
  • 05-08-2016

Great Resource

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

12 of 15 people found this review helpful

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  • Amazon Customer
  • 25-02-2018

Cold

Any additional comments?

The book can easily be summed up into one line "If you want to increase sales, call people, and if you don't like calling people, too bad." Very cold delivery. Blout talks about his customers the way a hunter talks about deer. To him, people are not people, just numbers on a sale chart. I highly suggest reading Darren Hardy instead.

2 of 2 people found this review helpful

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  • Brock Forkey
  • 19-08-2016

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.

8 of 10 people found this review helpful

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  • Curtis
  • 02-08-2016

Excellent Book

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

5 of 6 people found this review helpful

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  • Mr. D. Cartwright
  • 16-11-2016

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

6 of 7 people found this review helpful

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  • Colin Bamford
  • 20-04-2017

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.

1 of 1 people found this review helpful

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  • discovercrm
  • 26-01-2017

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

3 of 4 people found this review helpful

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  • Marcin S.
  • 31-12-2016

"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.

1 of 1 people found this review helpful

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  • Anonymous User
  • 06-06-2018

Honest and Direct

The best of many books I've heard or read over the years. Tells it how it is, very direct, honest, open, and to the point and effective.

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  • Dan C.
  • 01-06-2018

Pure value

This is pure value and by far the best sales book I have ever read.

I highly recommend.

Thanks Jeb

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  • Amazon Customer
  • 29-05-2018

The Best!!!

This is exactly what I needed to hear. Thank you Jeb Blount for writing this amazing book and for sharing such a life-changing ideas with us!

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  • Miss Queen Chioma Nworgu
  • 26-05-2018

Such a GREAT book! A must read on Selling

I really LOVE this book as it is so important in the entrepreneurial world. So many small biz owners don't realise how important it is to prospect and focus on Social Selling. I truly believe that these methods are powerful and effective. Get the book today!

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  • Anonymous User
  • 21-05-2018

Worth every penny

This book gives you a practical framework to develop your prospecting strategy. Worth every penny.

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  • Mr. R. D. Cox
  • 14-03-2018

Will read again

I'm going back into sales and needed this refresh. Good, practical advice on generating leads and developing customers