Fanatical Prospecting

Jeb Blount , Mike Weinberg 지음

Wiley 2015년 09월 29일 출간

작품소개

책소개

Ditch the failed sales tactics, fill your pipeline, and crush your numberFanatical 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&m-prospecting.The brutal fact is 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 call backs 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 there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools

목차

Foreword (Mike Weinberg) Special Note More Prospecting Resources Chapter 1 The Case for Prospecting Chapter 2 Seven Mindsets of Fanatical Prospectors Chapter 3 To Cold Call or Not to Cold Call? Chapter 4 Adopt a Balanced Prospecting Methodology Chapter 5 The More You Prospect, the Luckier You Get Chapter 6 Know Your Numbers: Managing Your Ratios Chapter 7 The Three Ps that are Holding You Back Chapter 8 Time: The Great Equalizer of Sales Chapter 9 The Four Objectives of Prospecting Chapter 10 Leveraging the Prospecting Pyramid Chapter 11 Own Your Database: Why the CRM is Your Most Important Sales Tool Chapter 12 The Law of Familiarity Chapter 13 Social Selling Chapter 14 Message Matters Chapter 15 Telephone Prospecting Excellence Chapter 16 Turning Around RBOs: Reflex Responses, Brush-offs, and Objections Chapter 17 The Secret Lives of Gatekeepers Chapter 18 In-Person Prospecting Chapter 19 Email Prospecting Chapter 20 Text Messaging Chapter 21 Developing Mental Toughness Chapter 22 11 Words that Changed My Life Chapter 23 The Only One Question that Really Matters Notes Acknowledgments About the Author Index

출판사 서평

“In Fanatical Prospecting, you&'ll learn exactly what you need to do right now to open more sales conversations, fill your pipeline, and put a lot more money in your pocket. Jeb&'s honest, real world approach is a refreshing and much needed wake-up call for today&'s salespeople and sales leaders.” &m-Jill Konrath - Bestselling author of Agile Selling, Selling to Big Companies and SNAP Selling “Empty pipelines haunt salespeople and sales organizations. Jeb Blount delivers a powerful formula for fixing activity problems and accelerating sales performance. Fanatical Prospecting is a masterpiece.” &n- Anthony Iannarino, author of 17 Elements The Sales Blog "Jeb Blount turns the most despised activity in sales &n- PROSPECTING - upside down. He nails it with his insights, humor, and expertise, making this a book every salesperson, entrepreneur, and executive must read. Get ready to come away with more strategies and ideas and you&'ve ever found in one place.” -- Mark Hunter “The Sales Hunter” author of High-Profit Selling: Win the Sale Without Compromising on Price “The techniques Jeb teaches in Fanatical Prospecting work. If you want your sales team to get better fast, then buy this book for every sales rep in your organization now.” - Don Mikes, Senior Vice President, Penske “I have read literally hundreds of sales books and Fanatical Prospecting is among the very best. If you want to understand exactly what it takes to be successful in sales this is the book for you.” John Spence, author of Awesomely Simple and one of the top 100 business thought leaders in the world. “Prospecting is the core, the foundation, the heart of every successful sales effort. In Fanatical Prospecting Jeb Blount, one of the most successful sales leaders of this decade, provides answers for every aspe

작가정보

저자(글) Jeb Blount

저자(글) Mike Weinberg