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  • Fanatical Prospecting

  • The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
  • Auteur(s): Jeb Blount
  • Narrateur(s): Jeb Blount, Jeremy Arthur
  • Durée: 8 h et 21 min
  • Version intégrale Livre audio
  • Catégories: Affaires et carrières, Réussite personnelle
  • 4,8 out of 5 stars (327 évaluations)

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Description

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.

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Ce que les auditeurs disent de Fanatical Prospecting

Moyenne des évaluations de clients
Au global
  • 5 out of 5 stars
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Performance
  • 5 out of 5 stars
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Histoire
  • 4.5 out of 5 stars
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Évaluations – Cliquez sur les onglets pour changer la source des évaluations.

Trier :
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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    4 out of 5 stars

Loved most of it, disagree on one major point

He makes a great case for digging in and doing the work of constantly reaching out for more prospects. The value, the need, and getting yourself there.
I disagree that you will always have to force yourself. I think that if you are using willpower to get yourself to do the work, you will burn out. You may not love it, but you don't have to dislike it. There are tools to shift the mindset and conditioning associated with prospecting, so I disagree with the author. However aside from that one point. I really enjoyed this. #Audible1

7 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

One of the best sales book I've read so far.

This book just tells the truth about selling. Most people hate cold calling but it is a necessary evil in sales. I really like how he stresses the fact that you must always keep your pipeline full using the 30 days rule.

6 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Fantastic

I’ve been selling for over 30 years, and B2B selling for more than 20 of those years. This is flat-out the best book I’ve ever read on prospecting. I began with the audio book and went on to the physical book for in-depth study.

AWESOME JOB JEB!

6 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Great read and reminder

an easy read, with a hard message. truthfully we should know a lot of this stuff but implementing it is difficult.
any salesperson who wants to be successful well read this book once a year.

As all of his books are, this is well narrated

3 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

One of the best sales books

This is a must read/listen for anyone in sales. I wish I had read/listened to this long ago.

2 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Q
  • 2018-11-15

The best book I've come across on prospecting.

This book puts everything I've ever read, learned or experienced, regarding sales as I've grown my business, into a simple straightforward skill set I can practice, grow and master. I've recommended it to a marketing company I'm working with and the owner has directed his staff to read it. Thanks Jeb. I appreciate the help.

2 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Wow

Jeb's clear explanation of why phone prospecting is still very well alive has completely changed the way I will prospect in the future.

1 personne a trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Gets me motivated to prospect

Overall this book was a great listen, content went into detail. However, I never felt like I was taken out of the story or got bored during the listen. Jeb does a good job of motivating listeners on the importance of prospecting and the effects that it can have on your business if not done properly. #Audible1

1 personne a trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

life and games changer!

this is something I will listen to over and over! this is a must listen

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars

Will listen to it again and again

As a seasoned Sales Pro I learned so much!
Thanks Jeb for an easy to understand and useful content.

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • David
  • 2017-07-07

E.X.C.E.L.L.E.N.T

excellent génial je recommande c'est juste énorme pour tous les vendeurs terrain un must read

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  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Michael
  • 2016-08-17

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!

24 les gens ont trouvé cela utile

  • Au global
    3 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    2 out of 5 stars
  • Amazon Customer
  • 2019-05-16

Repeated Sales knowledge

Nothing sticks out in the book. Just repackaged general sales advice. For the title being fanatical it’s very blah.

10 les gens ont trouvé cela utile

  • Au global
    1 out of 5 stars
  • Performance
    2 out of 5 stars
  • Histoire
    1 out of 5 stars
  • Timothy
  • 2018-09-25

Fake Book

These stories sounds poorly made up to try and prove a point. I went all the way through chapter 15 before I couldn't listen anymore. Everyone knows you have to talk to people to close a deal, whether on the phone or in person. How many different ways can this guy poorly try to rephrase that. What a waste of $20.

8 les gens ont trouvé cela utile

  • Au global
    4 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    3 out of 5 stars
  • Jennifer Walsh
  • 2016-11-30

Great advice for small dollar sales

He does not claim to have a magic pill or easy solution which is my favorite part of the book.

Like most sales book he does take the first third of the book to convince you to read the last 2/3rds. I wish they would save the sales pitch on something I already own.

Overall this is a good book and should be reviewed periodically to ensure that you are not relaxing your prospecting efforts.

16 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Darius
  • 2016-08-20

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!!!

30 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • manuel morales
  • 2016-07-22

Great

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

13 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Bill King
  • 2016-07-04

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.

39 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • Amazon Customer
  • 2016-08-05

Great Resource

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

16 les gens ont trouvé cela utile

  • Au global
    5 out of 5 stars
  • Performance
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
  • bobcatbrent
  • 2016-07-27

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.

16 les gens ont trouvé cela utile

  • Au global
    3 out of 5 stars
  • Performance
    3 out of 5 stars
  • Histoire
    4 out of 5 stars
  • Amazon Customer
  • 2019-02-14

Great truths, rocky delivery

The book as a whole is a good read. You will learn a lot and if you apply the teachings you will learn even more and see success.

The issue lies in execution, where the author references a concept as part of a lesson, and then a few lessons later will explain the concept. A less egregious example would be referencing the "Eat the frog" concept, then a page later will explain what "Eat the frog" means. However, some examples span chapters before you get the explanation of the concept.

With a slight reordering of information the book would be one of the greatest and helpful books you will read on sales, and in fact is still a high ranking book.

3 les gens ont trouvé cela utile