Weekly Book Review <> Fanatical Prospecting by Jeb Blount
Fanatical Prospecting by Jeb Blount <> 7.1/10 TL;DR
Those who prospect through multiple channels survive. Those who rely on one method of prospecting die a quick death. Keeping your pipeline full is a direct result of how well you prospected 30 days ago. ⚡️
I respect sales.
As a marketer, I see the enormous value salespeople bring. And that's why I wanted to begin improving my sales acumen.
And what better place to start than prospecting.
Prospecting is the IV that pumps money into a business. Without it, every company eventually takes its last breath.
And that's why I would highly recommend this book to anyone in business.
3️⃣ main takeaways from the book:
1 <> The three core laws of prospecting
I. The Universal Law of Need
- The more you need something, the less likely it is that you will get it
II. The 30-Day Rule
- The prospecting you do in this 30-day period will pay off for the next 90 days.
III. The Law of Replacement
- You must constantly be pushing new opportunities in your pipeline so that you're replacing the opportunities that will naturally fall out.
2 <> Be clear on your objective for prospecting—four core prospecting objectives
Set an appointment
Gather information and qualify
Close a sale
Build familiarity
3 <> Bridge solutions to your prospect's problems
- Selling is not about YOU. Give your prospect a bridge—a "because"—to do business with you that's tied to their problem/concerns.
2️⃣ Quotes:
"The foundation of a winning prospecting strategy is balance."
"Their is only one technique that really works for getting what you want on a prospecting touch: Ask."
