Fanatical Prospecting
by Jeb Blount
The case that the number-one reason for empty pipelines is not prospecting enough, followed by a method: time-blocked prospecting, the 30-day rule, balanced channels (phone, email, social, in-person), scripts and how to handle rejection. Blount is blunt and repetitive, and the book works because the problem is exactly that simple.
Read it if…
your pipeline is thin and you keep finding reasons not to make calls.
Skip it if…
leads come to you; this is for outbound.
Three things you will actually use
- What you prospect today shows up in ninety days.
- Interrupt people; it is the job.
- Rejection is a volume problem, not an identity problem.
Do this first
Block one 'golden hour' tomorrow morning for prospecting only and protect it for thirty days.
Our verdict
The pipeline problem is that simple.
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