Welcome to our book review series! I’m a huge fan of reading and self development. Part of Business Fixer’s mission is to recommend practical books that will help you specifically in a business turnaround. Check out the Resources page for more great books. Today, we’re doing the Fanatical Prospecting book review. Let’s dive straight in…
- Book: Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling
- Author: Jeb Blount
- Subject: Sales
- *Score: ⭐️⭐️⭐️⭐️
*Score ratings out of 5
Who Is This Book For
This book is strictly for Salespeople. This is not a generic business or self-development book, but it’s a Sales-specific book. If you are brand new to sales or a seasoned veteran, I personally believe that there is something for every sales professional in this book. As the title suggests, this book focuses on prospecting – what is prospecting, how to prospect, how to create a prospect list, how to turn your prospects into leads and so much more.
What are the main headlines of this book
Author Jeb Blount argues that one of the single most important skill a salesperson can have is prospecting. The ability to prospect is one that is, unfortunately, lacking in Blounts’s opinion. However, it is the bread and butter of any serious sales professional. After all, a saleseperson can only be as successful as their pipeline. Lean pipeline, lean results. Full pipeline, better results. The pipeline is made up of prospects.
Blount also argues the point for not relying solely on digital marketing or social media for sales. If you do, you’re in trouble the author says. Rather, Blount advises a combination of digital marketing with good old fashioned cold calling. That’s right – cold calling. Sales is a numbers game at the end of the day. The author makes a compelling argument that the telephone is still the best sales tool from a conversion perspective.
Blount is also very good at explaining the importance of language and therefore how to use them in your sales pitches, on the phone and even voicemail!
There you have it – our Fanatical Prospecting book review. I’ve read a lot of sales books this summer, and I can honestly say this was the best one. The author gives a step-by-step approach on how to create, reach and convert prospects. The golden nuggets are creating your own sales pitch and how to talk to people on the phone cold or when you get their voicemail.