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In Chapter 20 of Fanatical Prospecting, Jeb Blount highlights one of today’s most effective but often underutilized prospecting channels: text messaging. While emails can go unread and phone calls can be screened, texts cut through the clutter with near-instant visibility. Yet, tapping into this powerful medium requires a delicate balance of brevity, relevance, and respect for your prospect’s boundaries.
High Open and Response Rates
Text messages are typically opened within minutes, far outpacing many other communication channels.
Personal Touch
Texting feels more direct and personable. When used correctly, it can foster a deeper sense of connection and urgency.
Speed and Convenience
Most people have their phones within arm’s reach. Texts allow for quick back-and-forth conversations without the formality of an email or the interruption of a phone call.
Appointment Reminders: A short, friendly reminder ensures fewer no-shows.
Follow-Ups: If a prospect has gone quiet, a text can nudge them back into the conversation.
Quick Updates: Meeting changes, location details, or a timely insight can all be shared via text.
Personal Touchpoints: A congratulatory note or a simple “Happy Holidays!” can strengthen relationships.
Be Brief
Texts should be concise. Aim for one or two sentences that quickly convey your message.
Use a Friendly Tone
While still maintaining professionalism, let your text be casual and approachable. Texting is inherently more informal than email.
Add Value
Each text should have a clear purpose—whether it’s to confirm an appointment, share an article, or offer a quick tip.
Include a Clear CTA
Guide the prospect toward a specific action. For example: “Does next Tuesday at 10 a.m. work for you?”
Respect Boundaries
Avoid texting too frequently, and be mindful of sending messages too early in the morning or late at night.
Overloading with Information: Texting isn’t the channel for lengthy updates or comprehensive pitches.
Being Too Formal: An overly stiff tone can feel out of place and may discourage a quick reply.
Overuse or Spamming: Bombarding prospects with frequent, unsolicited messages can quickly erode trust.
Examples of Effective Text Messages
Confirming an Appointment
“Hi [Name], confirming our meeting tomorrow at 3 PM. Excited to share some new insights on [topic]. Let me know if anything changes!”
Re-Engaging After No Response
“Hi [Name], following up on my last email—any chance we can connect this week to discuss [specific benefit]? Let me know what works for you!”
Sharing Value
“Hi [Name], I found an article about [topic] that might interest you. Let me know what you think!”
Challenge
A salesperson was losing touch with prospects after initial calls. Follow-up emails often went unanswered.
Solution
Outcome
Follow-up response rates increased by 40%, leading to better attendance at scheduled meetings and more opportunities moving forward.
Supplement, Don’t Replace
Text messaging should complement your existing prospecting strategy—calls, emails, and in-person meetings.
Short and Sweet
Brevity is the essence of effective texting. Provide immediate value and a clear next step.
Respect the Relationship
Maintain professionalism, avoid excessive contact, and always consider the prospect’s comfort level.
Text messaging offers a unique advantage in prospecting: it’s direct, immediate, and personal. When used thoughtfully—whether it’s a quick reminder, a touchpoint to reignite dialogue, or a valuable insight—texts can significantly enhance your outreach strategy. Just remember Blount’s key message: keep it short, relevant, and respectful. That way, your text won’t just be read—it’ll prompt action and strengthen your relationship with the prospect.
Ask Yourself
Have I incorporated text messaging into my follow-up routine?
Am I keeping messages short and valuable, or am I overloading prospects?
Do I have a clear call-to-action every time I reach out?
With these guidelines in place, you’ll be well on your way to transforming simple text messages into a powerful prospecting tool.
In Chapter 19 of Fanatical Prospecting, Jeb Blount zeroes in on one of the most accessible yet challenging channels in sales: email prospecting. Emails are easy to send but even easier to ignore—our inboxes overflow with spam, irrelevant messages, and one-size-fits-all templates. Blount’s insights equip you to cut through the noise and connect with prospects in a way that sparks not just opens, but genuine engagement.
1. Reach Without Intrusion
Unlike a phone call that can interrupt your prospect’s day, emails allow them to respond on their own time. This non-intrusive medium increases the likelihood of a fair read—if you can capture their attention.
2. Scalable and Trackable
Email prospecting lets you reach more people with less time investment than phone calls. Plus, you have a digital paper trail of your conversations and can easily track open rates, click-throughs, and responses.
3. Competitive Environment
Most inboxes are flooded with messages daily. Standing out requires strategy, creativity, and empathy toward the recipient’s perspective.
Compelling Subject Line
Your subject line is the “gatekeeper.” If it’s too vague or salesy, your email will get trashed. Keep it short, specific, and relevant to the prospect’s interests or needs.
Personalization
Always use the recipient’s name. Reference their company, industry, or a recent achievement. Show you understand their challenges—it proves you’ve done your homework.
Value-Driven Content
Focus on how you can help the reader solve a problem or achieve a goal. Speak to their pain points or aspirations, rather than listing features or benefits of your offering.
Clarity and Conciseness
Write in short paragraphs; avoid lengthy blocks of text. Keep your email skimmable—recipients should understand the main message at a glance.
Strong Call-to-Action (CTA)
Tell them exactly what the next step is—scheduling a call, replying with questions, or downloading a resource. Make your CTA easy to follow. The simpler the request, the more likely they are to do it.
Research Your Prospect
Learn about their company, role, and possible pain points. This helps you craft a message that resonates.
Hook Them in the First Line
Grab their attention immediately. A relevant stat, a recent news item about their company, or a compelling question can entice them to read on.
Focus on the Prospect’s Pain Points
Show you’re aware of their challenges and have ideas to solve them. Prospects are more likely to respond when they see direct relevance to their needs.
Use Simple, Direct Language
Keep jargon to a minimum. Write as if you’re speaking to them one-on-one—conversational, respectful, and clear.
Test and Optimize
A/B Test different subject lines, email lengths, and CTA styles. Track metrics to see what resonates best with your audience and refine as you go.
Generic Templates: Sending the same text to everyone comes across as impersonal and spammy.
Information Overload: Too many details can overwhelm. Lead with a teaser of value, then engage further down the line.
Weak or Missing CTA: If you don’t guide the prospect toward a clear action, they’re likely to move on—or simply hit delete.
Challenge
A salesperson was blasting out long, generic emails—and getting equally dismal results.
Solution
Outcome
Response rates jumped by 30%, which led to more meeting bookings and, ultimately, more deals closed.
Emails Are for Engagement, Not Information Dumps
The best emails create curiosity and prompt replies, rather than trying to say everything at once.
Personalization Is the Secret Sauce
References to a prospect’s company, challenges, or recent achievements help you stand out from generic spam.
Simplicity = Success
The clearer your message and CTA, the more likely your prospect is to take the next step.
Ask Yourself:
Are you genuinely personalizing your emails or just tweaking the first sentence?
Do your subject lines entice people to open, or do they scream ‘sales pitch’?
Is your CTA crystal-clear and actionable?
When you answer these questions honestly and optimize your strategy, your emails won’t just sit unopened—they’ll spark conversations, relationships, and results. E-mail prospecting is more than hitting “send” on a template. It’s an art that combines empathy, research, and compelling writing to capture and keep a prospect’s attention. By applying the principles Jeb Blount outlines in Chapter 19—crafting great subject lines, personalizing content, and including a strong, simple call-to-action—you can create emails that not only get opened but also drive meaningful engagement.
In Fanatical Prospecting Chapter 18, Jeb Blount spotlights one of the most timeless and effective sales approaches: meeting prospects face-to-face. While digital channels and phone calls can be efficient, there’s an irreplaceable impact that comes from a genuine handshake, a warm smile, and real human connection. If you’ve ever been to a networking event or had an impromptu chat that turned into a sales opportunity, you already know how powerful in-person prospecting can be.
1. Human Connection Builds Trust
People are naturally drawn to genuine conversation and connection. Seeing facial expressions, hearing tone of voice, and observing body language all contribute to a deeper sense of rapport.
2. Body Language Speaks Louder Than Words
Eye contact, a firm handshake, and a confident posture send strong signals about your credibility and approachability. These non-verbal cues can’t be fully replicated through emails or phone calls.
3. Personal Interactions Stand Out
In today’s digital world, meeting someone in person is memorable. Prospects are more likely to recall a face-to-face conversation, setting you apart from the endless stream of digital pitches.
1. Prepare Ahead of Time
Whether attending a conference or planning a drop-by visit, research is crucial. Understand the event’s purpose, scope, and attendees. Identify potential prospects and develop conversation starters or relevant insights.
2. Make a Strong First Impression
3. Start with Value
Lead with how you can help. Rather than launching into a pitch, ask about their goals or challenges, and share a quick insight that aligns with what they care about.
4. Listen Actively
The best salespeople are often the best listeners. Show genuine interest by asking follow-up questions and affirming their points. This demonstrates respect and builds trust.
5. Be Memorable
Leave them with a nugget of value—maybe an insightful statistic, an engaging story, or a tip they can apply right away. This creates a stronger impression that sets the stage for future conversations.
6. Follow Up Promptly
Collect business cards or contact information and reach out within 24-48 hours. Whether you send a personalized email or schedule a quick call, prompt follow-up shows professionalism and keeps the conversation moving.
1. Networking Events
Industry-specific gatherings offer a chance to meet people who share similar interests or challenges.
2. Trade Shows and Conferences
Attendees are often looking for new ideas and solutions, making these events prime grounds for meaningful conversations.
3. Drop-By Visits
Sometimes, a spontaneous visit to a prospect’s office can lead to an unexpected yet fruitful meeting.
4. Community Events
Local meetups, fundraisers, or social gatherings can be great places to form connections in a more relaxed atmosphere.
1. Being Overly Salesy
Pushy pitches can drive prospects away. Focus first on building a relationship and understanding their needs.
2. Neglecting Preparation
Walking into an event without knowing who’s attending or why they’re there diminishes your impact.
3. Forgetting to Follow Up
A great in-person encounter loses its value if you don’t maintain the connection afterward.
Challenge
A salesperson felt awkward and unprepared at networking events, often leaving without forging any meaningful connections.
Solution
Outcome
This shift in strategy led to stronger connections and three new meetings, one of which turned into a closed deal within a few weeks.
1. Preparation Equals Confidence
Research the event, anticipate questions, and know your audience to make every face-to-face meeting count.
2. Focus on Relationships, Not Sales
In-person prospecting is about building trust and rapport first. Sales conversations flow more naturally afterward.
3. Be Proactive About Follow-Up
A timely, personalized follow-up can solidify the relationship and move it toward a business opportunity.
In-person prospecting is a timeless strategy that remains highly effective in our digital age. By combining genuine interest, thoughtful preparation, and a heartfelt follow-up, you can forge connections that translate into lasting partnerships. Next time you attend a conference or meet a potential client in person, remember the power of a handshake, a smile, and a genuine desire to help.
When you stand face-to-face with a prospect, you do more than just communicate—you connect. And in sales, that human connection can be the difference between being easily forgotten and being the one who closes the deal.
In Fanatical Prospecting Chapter 17, Jeb Blount shines a light on a group of professionals who can make or break your prospecting efforts—gatekeepers. These are the administrative assistants, receptionists, and office managers who protect decision-makers from unnecessary interruptions. While they might seem like daunting obstacles, Blount emphasizes that gatekeepers can become your greatest allies when you approach them with respect and genuine collaboration.
Gatekeepers are professionals tasked with managing and filtering the calls and emails that reach key decision-makers. If you view them as mere roadblocks, you’ll likely find your calls consistently blocked or diverted. However, when you see them as valuable partners, you’ll discover they hold the keys to the access you need.
Position of Power
Gatekeepers know the decision-maker’s schedule, challenges, and preferences better than almost anyone else.
Potential Allies
When they trust you, they can expedite your request and provide insights that can give you a significant advantage.
Bridge to the Decision-Maker
A positive relationship with the gatekeeper often translates into a smoother, more direct path to the top.
1. Respect Their Role
Gatekeepers are professionals, not just “call screeners.” Show them the same courtesy and respect you would the CEO. By acknowledging the importance of their position and time, you convey professionalism and sincerity.
2. Be Transparent
Nothing damages trust faster than deception or half-truths. State clearly who you are, why you’re calling, and what you want to discuss. Gatekeepers appreciate honesty and will often connect you more readily if they believe you have a genuine, valuable purpose.
3. Engage in Meaningful Conversation
A gatekeeper’s job involves handling a high volume of calls. Making a personal connection—using their name, expressing genuine appreciation, or showing interest in their role—can set you apart from the sea of impersonal calls they receive daily.
4. Keep It Brief and Professional
While rapport-building is essential, remember that they’re busy, too. Respect their time by being concise. A clear, succinct request that highlights the benefit to the organization is far more effective than a long-winded pitch.
5. Offer Value
Make it clear how your solution or conversation will benefit the decision-maker or the organization. Gatekeepers are protective of their bosses’ time, so they need a solid reason to pass your message along.
Common Mistakes to Avoid
Being Dismissive: Belittling or ignoring a gatekeeper’s role ensures you’ll get blocked.
Overloading Them with Information: Avoid overwhelming them; too many details can muddy the purpose of your call.
Using Deceptive Tactics: Lying, exaggerating, or pretending to be someone else is a fast track to burning bridges.
Learn Their Name
It’s a small gesture with a big impact—using someone’s name throughout the conversation personalizes the interaction.
Understand Their Perspective
Gatekeepers often field countless calls. A little empathy goes a long way. Show that you respect their responsibilities.
Position Yourself as a Helper, Not a Seller
Whenever possible, highlight how your solution addresses the decision-maker’s challenges. This positions you as someone who solves problems, not just another salesperson.
Be Persistent but Polite
You won’t always get through on the first call. Polite follow-up, coupled with consistency, demonstrates genuine interest without coming across as pushy.
Use Positive Assumptions
Assume the gatekeeper will help you. This mindset keeps you confident and courteous during each interaction.
A salesperson struggling to reach high-level executives was continually screened out by gatekeepers. They shifted their approach by:
Within three months, their success rate in connecting with decision-makers increased by 40%. More conversations led to more opportunities and significantly boosted closed deals.
Gatekeepers Are Allies, Not Enemies
When you treat gatekeepers with respect and empathy, they’re more likely to open doors, not slam them shut.
Clarity Builds Trust
Honest, concise communication about your purpose earns both respect and cooperation.
Persistence Pays Off
Being consistently polite and persistent lays a foundation for trust over time.
Before your next outreach, ask yourself:
Am I showing gatekeepers the respect they deserve?
If not, how can you adjust your tone and approach?
How can I better build rapport with gatekeepers?
Consider using their name, expressing genuine curiosity about their role, or acknowledging their workload.
Am I transparent and clear about my intentions?
Remember, trust is hard to earn and easy to lose. Clarity is your ally.
By embracing the power of the gatekeeper’s role and building genuine, respectful relationships, you’ll find far fewer hurdles in your prospecting journey. Treat them well, and they just might become your biggest advocate in securing that all-important meeting with the decision-maker. In the fast-paced world of sales, Chapter 17 of Fanatical Prospecting underscores an often-overlooked truth: gatekeepers aren’t roadblocks but invaluable partners. Apply these insights to turn gatekeepers into champions for your cause—and watch your success rate soar.
Chapter 16
Objections, reflex responses, and brush-offs—also known as RBOs—are an inevitable part of the sales process. Every salesperson encounters them, whether during cold calls, follow-ups, or prospecting. But as Jeb Blount explains in Chapter 16 of Fanatical Prospecting, these initial rejections should not be viewed as roadblocks. Instead, they are opportunities to build trust, uncover the real issues behind the hesitation, and steer the conversation toward meaningful dialogue. If handled correctly, RBOs can be a powerful tool to move prospects closer to a decision.
Let’s break down the strategies Blount recommends for turning these challenges into opportunities and ensure you're prepared to handle any reflex response, brush-off, or objection that comes your way.
In sales, RBOs refer to three types of responses you’ll commonly encounter:
Reflex Responses
These are knee-jerk, automatic responses from prospects, such as, “I’m not interested.” They are typically quick defenses to avoid engagement and don’t necessarily reflect the prospect's actual needs.
Brush-Offs
Polite dismissals designed to delay or avoid the conversation. Examples include, “Call me next month” or “Send me an email.” They’re usually a way for the prospect to sidestep further discussion without a direct confrontation.
Objections
These are specific concerns or barriers the prospect presents, such as, “Your product is too expensive,” or “We’re already working with someone else.” Objections are the most significant form of resistance, but they are also the most valuable because they reveal the prospect's true concerns.
Why Do RBOs Happen?
RBOs are a natural reaction to sales pressure. Prospects use these responses for several reasons:
To Protect Their Time: Most people are busy and don’t want to engage in a sales conversation unless they see clear value.
To Avoid Pressure: Sales calls can feel uncomfortable. RBOs provide a way to deflect the perceived pressure of making a decision on the spot.
Lack of Information: Sometimes, prospects don’t yet see the value in what you’re offering, and they respond with an RBO to protect themselves from committing to something they don’t understand.
As a salesperson, your job is to reframe these responses and find the true reasons behind them. RBOs are not dead-ends; they are just starting points for deeper conversations.
Turning RBOs Into Opportunities: Key Strategies
Blount provides actionable strategies to navigate RBOs and keep the conversation moving forward:
Stay Calm and Confident
One of the most important tips is to not take these responses personally. RBOs are part of the process, and every salesperson encounters them. Responding calmly and confidently shows the prospect that you're professional, and it helps you regain control of the conversation.
Acknowledge and Pivot
Acknowledge the prospect’s response without getting defensive or argumentative. For example, if they say, “I’m not interested,” you might respond, “I understand, and I won’t take up much of your time. May I ask what the biggest challenge you're facing in [specific area] is?” This approach validates their concern but also redirects the conversation toward uncovering their needs.
Ask Clarifying Questions
Often, an RBO is simply a way for the prospect to avoid further pressure. By asking clarifying questions, you can uncover the true issue behind their resistance. Questions like, “Can you tell me more about the specific challenge you're dealing with?” or “What would make you more interested in a solution like ours?” can reveal the deeper reasons for their hesitation.
Reinforce Value
Once you've uncovered the real issue, reframe the conversation by focusing on the value you can offer. Highlight how your product or service addresses their specific challenges or helps them meet their goals. Show them why your solution is worth their time.
Stay Persistent but Polite
Don’t back down at the first sign of resistance. Instead, persist politely. Remain professional and keep the conversation focused on their needs. Prospects appreciate persistence, as long as it’s respectful and adds value to the conversation.
Here are some common RBOs you might encounter and effective ways to handle them:
Reflex Response: “I’m not interested.”
Response: “I understand. May I ask, what’s the biggest challenge you’re facing in [specific area] right now?”
This question shifts the focus from rejection to the prospect's needs.
Brush-Off: “Call me later.”
Response: “Of course! To make the most of our next conversation, is there a specific challenge or goal you’d like me to focus on?”
This response helps you gather valuable information and shows you're focused on the prospect’s needs.
Objection: “Your product is too expensive.”
Response: “I hear that a lot, but what we’ve found is that our solution actually saves money in the long run. Would it make sense to walk through how that works?”
This reframes the price concern by focusing on long-term value and savings.
Reflex Response: “We’re already working with someone.”
Response: “That’s great! Out of curiosity, what do you value most about your current solution? I’d love to see if there’s a way we can complement that.”
This demonstrates that you respect their current relationship and are offering to add value rather than replace their existing solution.
Brush-Off: “Send me an email.”
Response: “Absolutely. Before I do, can I ask one quick question to make sure I send something relevant?”
This response keeps the conversation going and gives you the chance to personalize your follow-up message.
Building Confidence with RBOs
The key to handling RBOs effectively is preparation, practice, and persistence. Here are some additional tips to help you handle these responses with confidence:
Prepare for Common RBOs
Anticipate the most frequent reflex responses, brush-offs, and objections you encounter. Craft your responses in advance so you’re always ready.
Practice Active Listening
Pay attention to the prospect’s tone and context. This will help you tailor your response appropriately and show the prospect you're truly listening to their concerns.
Use Positive Language
Frame your responses in a way that moves the conversation forward. Instead of countering objections with defensiveness, focus on solutions.
Keep the Conversation Short and Focused
Don’t overwhelm the prospect with too much information at once. Keep the conversation short, to the point, and focused on their needs.
Follow Up Consistently
If the conversation ends prematurely, don’t be discouraged. Follow up with personalized messaging that reiterates your value and addresses their concerns.
Challenge:
A salesperson frequently encountered the reflex response, “We’re not interested,” and struggled to move past it.
Solution:
The salesperson developed a script to respond to reflex responses with curiosity, asking questions like, “Out of curiosity, what would make you interested?” They practiced with a mentor to refine their tone and confidence, focusing on reinforcing value in follow-up conversations.
Outcome:
The salesperson’s ability to overcome RBOs improved significantly, resulting in a 20% increase in appointments set over three months.
RBOs are not the end of the conversation; they are simply a signal that you need to dig deeper to understand the prospect’s true concerns. By staying calm, acknowledging their response, and focusing on value, you can turn resistance into an opportunity to move the conversation forward. With preparation, persistence, and a focus on the prospect’s needs, you’ll be able to handle RBOs with confidence and increase your success in sales.
Ask Yourself:
Do you view objections as barriers or opportunities to engage with your prospects?
Are you prepared with responses for common RBOs you encounter?
How can you reframe your conversations to focus on the prospect’s needs and create value?
By mastering the art of handling RBOs, you can turn even the toughest rejections into opportunities for growth and meaningful sales conversations.
Chapter 15
In today's world, where emails and social media messages dominate the communication landscape, the power of the telephone remains unmatched when it comes to sales prospecting. In Chapter 15 of Fanatical Prospecting, Jeb Blount delves deep into the art of telephone prospecting, emphasizing that, when used effectively, the phone is one of your most powerful tools for connecting with prospects. Despite the rise of digital communication, phone calls offer a level of personalization and engagement that other channels simply can't replicate. Let's break down the key concepts from this chapter and explore how you can harness the telephone to transform your cold calls into warm, meaningful conversations.
In the age of emails, LinkedIn messages, and social media outreach, many salespeople have abandoned the telephone as a prospecting tool. However, Blount argues that the telephone is still one of the fastest and most effective ways to make a personal connection with a prospect. The key advantage of the telephone is that it allows for real-time, two-way communication. You can hear the prospect’s tone, gauge their interest, and adjust your pitch on the spot. This kind of interaction fosters rapport much faster than email or social media ever could.
Furthermore, phone calls are inherently more personal. When a prospect picks up the phone, they are more likely to feel like they're engaging in a genuine conversation, rather than receiving a generic message. Blount emphasizes that the personal touch provided by a phone call helps build trust and rapport—two essential ingredients in any successful sales process.
Before picking up the phone, preparation is crucial. Blount stresses that effective telephone prospecting requires a plan. This includes researching your prospect and their company, understanding their pain points, and crafting a clear script that allows you to stay on track during the call.
A well-researched and personalized approach is what differentiates a good cold call from a bad one. Instead of diving straight into a sales pitch, taking the time to understand the prospect’s needs will show them that you value their time and are genuinely interested in solving their problems. You’ll be more confident and fluid during the conversation, as you'll be ready to discuss their specific situation and needs.
Blount emphasizes that the way you deliver your message is just as important as the content itself. Your tone, pace, and energy can significantly impact how the prospect perceives you. The key is to sound natural and enthusiastic without being overly aggressive.
Tone
Your tone should be warm, friendly, and confident. A pleasant tone helps build rapport and makes the conversation feel more like a collaboration rather than a sales pitch. Avoid sounding too robotic or rehearsed—prospects can tell when you're reading from a script.
Pace
Speaking too quickly can make you sound nervous or unsure, while speaking too slowly can cause the prospect to lose interest. Aim for a moderate pace that’s easy to follow and keeps the conversation flowing smoothly.
Energy
High energy can be contagious. Smiling while you talk helps project enthusiasm and confidence, even over the phone. Prospects are more likely to respond positively to someone who sounds energized and genuinely engaged in the conversation.
To ensure your calls are as effective as possible, there are several key elements you should incorporate into every conversation:
Preparation
Do your research on the prospect and their company. This will allow you to craft a message that’s tailored to their specific needs. The more you understand about their business and challenges, the more effective your conversation will be.
The Opening Line
Start strong! Your opening line should grab the prospect's attention and set the tone for the conversation. It should be engaging and clear, offering value right from the start.
Focus on Value
Salespeople often make the mistake of focusing too much on their product. Instead, shift the focus to how you can solve the prospect's problems. Explain how your product or service can help them achieve their goals or overcome specific challenges.
Active Listening
One of the most critical skills in telephone prospecting is listening. Pay close attention to the prospect’s tone, questions, and objections. Tailor your responses based on what they say, demonstrating that you’re engaged and responsive to their needs.
Overcoming Objections
Be prepared for objections. It’s normal for prospects to resist or raise concerns. Anticipate common objections and have responses ready. However, don’t just counter their objections—acknowledge their concerns, empathize, and then offer a solution.
Close with a Call to Action (CTA)
Every conversation should end with a clear next step. Whether it’s scheduling a follow-up call, booking a meeting, or simply agreeing to send more information, always close with a CTA. This ensures that the conversation moves forward, increasing the chances of a successful outcome.
Telephone prospecting, like any skill, requires consistent practice and improvement. Here are some actionable strategies to refine your approach:
Practice Your Script
Don’t just read your script verbatim—practice it so you can deliver it naturally. This will help you sound more conversational and less robotic. Rehearse with a mentor or colleague to get feedback on your tone and delivery.
Maintain Energy and Enthusiasm
Keep your energy high throughout the call. Positive energy is contagious, and prospects are more likely to engage with someone who sounds confident and excited.
Track Your Numbers
Monitor the effectiveness of your calls by tracking key metrics like the number of calls made, conversations had, and appointments booked. This data will help you assess what’s working and where you can improve.
Personalize Every Call
Use the information you’ve gathered about the prospect to personalize the call. Referencing specific details about their company or industry shows you’re well-prepared and increases the chances of a positive response.
Follow Up Consistently
Don’t give up after a single call. Persistence is key in sales. Follow up with prospects multiple times to increase your chances of connecting. Each touchpoint is an opportunity to move the prospect closer to a decision.
Even seasoned salespeople can fall into these common traps when telephone prospecting:
Sounding Robotic
Reading from a script without any personalization can make you sound insincere. Ensure your delivery is conversational and flexible, adjusting based on the flow of the conversation.
Focusing on Yourself
A common mistake is focusing too much on your product or company. Instead, make the conversation about the prospect. Show how you can address their specific needs and challenges.
Failing to Ask for the Next Step
If you don’t end the call with a clear CTA, the conversation may fizzle out without any direction. Always ensure you ask for a clear next step to keep the momentum going.
Challenge:
One salesperson struggled with rejection during cold calls, which led to a loss of confidence and missed opportunities.
Solution:
The salesperson developed a clear, concise script focusing on the prospect’s needs and practiced their tone and delivery with a mentor. They set daily goals for calls and tracked their progress to stay motivated.
Outcome:
Within a month, their appointment-setting rate increased by 25%, and they regained confidence in their approach.
Mastering telephone prospecting is a process that takes time, practice, and persistence. By preparing thoroughly, focusing on the prospect’s needs, maintaining positive energy, and continuously refining your approach, you can transform your cold calls into warm conversations. The key to success lies in preparation, personalization, and persistence. Remember, every call is an opportunity to build rapport and move the prospect closer to a positive outcome.
Ask Yourself
Are you adequately preparing before each call?
How can you make your opening line more engaging and personalized?
Are you ending every call with a clear next step?
With these strategies, you’ll be well on your way to mastering telephone prospecting and turning more cold calls into valuable sales conversations.
Chapter 14
In the world of sales, the message you send can make or break your chance at connecting with a prospect. Chapter 14 of Fanatical Prospecting by Jeb Blount emphasizes how crucial it is to craft clear, concise, and compelling messages that stand out in a sea of emails and phone calls. Your prospecting messages need to grab attention, spark curiosity, and most importantly, drive engagement. Let’s break down the key takeaways from this chapter and understand how to create winning messages that resonate with prospects.
Prospects today are bombarded with calls and emails from all directions. To make an impact, you need to cut through the noise. Blount highlights that your message is the first touchpoint in establishing a relationship with a prospect. If your message is ineffective, it won’t even make it past the initial screening. However, a well-crafted message sets the tone for all future interactions, and it is this first impression that can significantly influence the success of your outreach.
One of the fundamental takeaways from the chapter is that your message should focus on the prospect, not on your product or company. It’s about solving their problem and adding value to their business. By putting the prospect’s needs first, you increase the chances that they’ll not only engage but also respond positively.
So, what makes a great prospecting message? Blount breaks it down into several key components that every successful message should include:
1. Short and Direct
Keep it concise. Attention spans are short, and people are busy. Get to the point quickly and clearly.
2. Personalized
A generic message is easy to ignore. Instead, reference something specific about the prospect, like their company, role, or recent achievements. This shows you’ve done your homework and are genuinely interested in their business.
3. Focused on Value
It’s not about you—it's about them. Highlight how you can solve a problem or help them achieve their goals. Focus on the benefits, not the features, of your product or service.
4. Includes a Call to Action (CTA)
End your message with a clear and actionable next step. Make it easy for the prospect to take action, whether it’s scheduling a call, responding to your email, or checking out your website.
When it comes to crafting your prospecting message, follow these simple yet powerful steps:
1. Start with a Hook
Your first sentence should grab the prospect’s attention. This could be something relevant or intriguing, like referencing a recent achievement, challenge, or industry trend.
2. State the Value Clearly
After grabbing their attention, quickly explain how you can help them. The key is to articulate the value you bring, focusing on solving their problem or achieving their goal.
3. Be Specific
Avoid vague language. Use concrete examples, statistics, or data that back up your claims. This adds credibility and shows you understand their challenges.
4. End with a Clear CTA
Finish with a straightforward call to action, such as scheduling a call or meeting. Make it easy for them to take the next step.
To put theory into practice, here are a few examples of effective prospecting messages:
1. Cold Call Script: “Hi [Name], this is [Your Name] with [Company]. I noticed your team is focused on [specific challenge]. We recently helped a similar company increase efficiency by 25%. I’d love to share how we can do the same for you. Can we set up a quick 10-minute call?”
2. Email Example: Subject: Quick Idea to Improve [Specific Goal] “Hi [Name], I saw your recent announcement about [specific achievement]. Congratulations! We’ve worked with companies like yours to [specific benefit]. I’d love to show you how we can help. Would next Tuesday work for a quick chat?”
3. LinkedIn Message: “Hi [Name], I noticed your post about [specific topic]. We’ve helped similar companies [specific result]. I’d be happy to share some insights—let me know if you’re interested!”
Even the best salespeople can fall into traps when crafting their messages. Here are a few common mistakes to watch out for:
1. Being Too Vague
A generic message will not resonate with the prospect’s specific needs. It’s important to tailor your message to each prospect.
2. Overloading with Information
Lengthy, complex messages can overwhelm the recipient and lead to disengagement. Keep your message short and easy to digest.
3. Focusing on Yourself
Talking too much about your company or product without addressing the prospect’s pain points will make your message sound self-centered. Make sure your focus is on how you can help the prospect.
Let’s take a look at a real-world example from a sales process:
Challenge:
A salesperson was sending lengthy, generic emails that resulted in low response rates.
Solution:
The salesperson refined their messaging to focus on the prospect’s challenges and how their solution could help. The emails were shortened, and a clear CTA was added.
Outcome:
Response rates doubled, and prospects were more willing to engage in conversations.
As you can see, a well-crafted message is the key to success in sales prospecting. It’s not just about sending out as many messages as possible—it’s about sending the right message to the right person at the right time. When you focus on the prospect’s needs, keep your message clear and concise, and always end with a strong CTA, you increase your chances of turning a cold lead into a warm prospect.
Ask Yourself
Are your messages focused on the prospect’s needs, or are they too centered on your product?
Are you using concrete examples or data to make your message more compelling?
Does every message include a clear CTA, making it easy for the prospect to take the next step?
By following these guidelines and avoiding common mistakes, you can create compelling prospecting messages that capture attention, drive engagement, and ultimately, lead to more successful sales outcomes.
Chapter 13
In today’s hyper-connected world, social media has evolved far beyond a tool for catching up with friends or sharing vacation photos. It has become a powerful platform for sales professionals to find prospects, build credibility, and nurture relationships. In Chapter 13 of Fanatical Prospecting, Jeb Blount clarifies that social selling isn’t a replacement for traditional methods like cold calling or face-to-face meetings; rather, it’s a valuable complement that helps you meet your prospects where they already spend their time—online.
Social selling is the process of using social media to:
Where many go wrong is confusing social selling with spammy pitches. As Blount emphasizes, it’s not about hard selling or broadcasting endless promotions. Instead, social selling is about using platforms like LinkedIn, Twitter, and Facebook to establish meaningful connections that can lead to fruitful business relationships.
Gone are the days when emails and phone calls were the only ways to reach potential clients. Social media allows you to interact with prospects on their own turf, making your engagement feel more natural and less intrusive.
By consistently sharing industry insights and valuable content, you position yourself as a knowledgeable expert rather than a pushy salesperson. This credibility is key to earning a prospect’s attention and respect.
When prospects see your name and face repeatedly in their feed—and read your thoughtful posts and comments—they’re far more likely to respond positively when you eventually reach out with a direct message or connection request.
Social media platforms are treasure troves of publicly available information. You can learn about a prospect’s interests, challenges, and industry trends—insights you can use to personalize your approach.
Increases Visibility
Regular activity—such as posting articles, commenting on discussions, and sharing insights—keeps you on prospects’ radars.
Builds Credibility
Showcasing your expertise through valuable content and thought leadership positions you as someone worth following and listening to.
Creates Warmer Leads
Familiarity breeds comfort. When you eventually reach out directly, prospects are less guarded because they already “know” you.
Enhances Research
Profile pages, group conversations, and posts give you deep insights into a person’s interests and potential pain points.
First impressions matter. Make sure your profile:
Your content strategy should center on providing value to your audience. That might mean:
Remember, consistency is key. A steady stream of meaningful content will keep you on your prospects’ radar.
Rather than using social media as a one-way broadcast, join conversations:
Authentic engagement demonstrates that you’re interested in more than just making a sale—you want to be part of a community and conversation.
Seek out individuals and groups in your target market or related industries. When sending a connection request, personalize your message:
This personalized approach shows respect and increases the likelihood of acceptance.
Platforms and third-party apps offer “social listening” features that let you monitor:
By staying on top of trending topics and conversations, you can jump in when you have something of value to add, thus building visibility and authority.
1. Spamming or Over-Pitching
Social selling is about relationships first. If your direct messages or posts are too “salesy,” you’ll quickly drive prospects away.
2. Neglecting Consistency
Posting once a month won’t cut it. Develop a regular cadence so your audience knows when to expect new insights from you.
3. Ignoring Personalization
Generic connection requests or messages are easy to spot and often ignored. Tailor each interaction to the individual’s interests or pain points.
Challenge:
A salesperson relied heavily on cold calls and emails. While these methods still generated leads, they found it increasingly difficult to break through the noise in prospects’ inboxes.
Solution:
Outcome:
Over three months, the salesperson added 50 new connections on LinkedIn, engaged in 10 meaningful conversations, and ultimately closed two deals directly linked to relationships formed through social media.
1. Social Media is a Tool, Not a Shortcut
It complements traditional prospecting by enabling you to engage with prospects on a personal level.
2. Engagement Over Promotion
Focus on relationship-building and value-driven interactions instead of constant self-promotion.
3. Be Consistent
Regular posts and authentic engagement build trust and keep you relevant to your audience.
Is your social media profile optimized to reflect your expertise and value?
If not, what improvements can you make today?
How can you engage more authentically with prospects on social media?
Consider the types of comments you leave, the groups you join, and the content you share.
Are you providing value through content and interactions, or just pitching your product?
Evaluate your recent posts and messages. Are they truly helpful, or are they purely promotional?
Social selling, as laid out in Chapter 13 of Fanatical Prospecting, isn’t about replacing the tried-and-true methods of cold calling, emailing, and networking. Instead, it’s a strategic addition to your prospecting toolkit that taps into the power of online communities. By optimizing your profile, sharing valuable content, engaging authentically, and consistently building relationships, you’ll harness social media as a potent channel for warmer leads, deeper trust, and sustainable sales growth.
Ready to incorporate social selling into your prospecting routine? Start by refining your social media profiles, mapping out a content plan, and seeking opportunities to engage authentically with your target audience. The relationships you build today could be the deals you close tomorrow.
We’ve all been in situations where we’re reluctant to engage with a stranger, but more open to someone we’ve encountered before—even if it’s just a passing interaction. This difference in our willingness to engage is the power of the Law of Familiarity. In Chapter 12 of Fanatical Prospecting, Jeb Blount explains how repeated, consistent contact with prospects builds trust and paves the way for meaningful conversations.
The key insight is that the more familiar you are to your prospects, the more likely they are to pick up the phone, open your email, or respond to your message. By reaching out regularly (and respectfully), you reduce skepticism, break down barriers, and keep your name top of mind, so when the time is right to buy, you’re the one they remember.
The Law of Familiarity states that people are naturally more comfortable with what—or who—they already recognize. This comfort lowers resistance and warms up the prospect to your message.
When prospects encounter your name or brand consistently across channels—email, phone, social media—they’re more likely to recall you when their need arises. In a world full of distractions, being memorable is half the battle.
Trust isn’t built in a day. Each interaction, however brief, contributes to a growing sense of familiarity. Over time, this repeated exposure can transform a cold lead into a warm prospect who views you as reliable and credible.
Breaks Down Barriers
The initial skepticism that prospects often have toward unsolicited outreach diminishes with each interaction. You’re no longer just “another salesperson”—you’re someone they “know.”
Increases Recall
When the need finally arises for your product or service, prospects are more likely to remember your name if they’ve seen or heard it multiple times.
Builds Trust Over Time
Consistent, professional communication sends a clear message: you’re serious about your work, and you’ll be there when they have questions or concerns.
Don’t rely on just one mode of communication. Utilize:
Each channel contributes to your visibility and ensures you stay on your prospects’ radar.
Develop a structured schedule that outlines when and how you’ll reach out. For instance:
The goal is to stay consistent without overwhelming your contacts.
Each touchpoint should offer something of substance:
Value-first communication positions you as a trusted advisor rather than a pushy salesperson.
Balancing persistence with politeness is crucial. While you want to remain in front of your prospects regularly:
Referencing a previous conversation or noting a specific challenge they mentioned demonstrates you’re truly listening. Personalization shows respect for the individual on the other end and significantly improves engagement rates.
1. Overwhelming the Prospect
Too many touchpoints in a short span can irritate your prospect. Spread out your outreach logically.
2. Sending Generic Messages
One-size-fits-all communication rarely resonates. Personalization is the key to standing out.
3. Inconsistency
Sporadic outreach—three messages in one week followed by total silence for months—undermines the familiarity you’ve built. Stick to a steady cadence.
Challenge:
A salesperson struggled to connect with leads because their outreach was inconsistent and overly sales-focused. Prospects often ignored calls and emails, and the pipeline was stagnating.
Solution:
Outcome:
Within three months, the response rate grew by 35%, and the salesperson secured three new meetings with previously unresponsive prospects. This boost was directly tied to consistent, value-focused communication that built familiarity and trust over time.
1. Familiarity is Power
The more often your prospects see or hear from you, the more inclined they’ll be to engage.
2. Consistency Builds Trust
A steady stream of communication underscores your reliability and professional dedication.
3. Value Comes First
Before you ask for time or a sale, prove your worth by sharing relevant insights or solutions to their specific challenges.
Are you maintaining consistent contact with your prospects?
If not, where can you introduce a more systematic follow-up approach?
How can you add value with every interaction?
Identify industry articles, case studies, or best practices that might benefit your prospects.
Are you leveraging multiple channels to increase familiarity?
Consider expanding beyond email to LinkedIn, phone calls, and even short personalized videos.
The Law of Familiarity taught in Chapter 12 of Fanatical Prospecting reinforces a timeless principle: people do business with those they know and trust. By maintaining a steady, respectful presence in your prospects’ lives and consistently adding value, you’ll position yourself as a recognized, credible resource. When the moment arrives for them to buy or make a referral, you’ll be at the top of their minds—proving that familiarity truly does breed opportunity.
Ready to implement the Law of Familiarity? Map out a follow-up schedule today, commit to value-driven messaging, and watch your pipeline warm up as your presence becomes increasingly familiar.
Chapter 11
If you’ve ever found yourself scrambling to remember the last time you spoke with a prospect—or worse, lost track of a hot lead—then you understand the pain of not having a reliable system to manage your sales activities. In Chapter 11 of Fanatical Prospecting, Jeb Blount cuts through the noise to emphasize one simple truth: your CRM isn’t just another piece of software—it’s your sales lifeline.
A well-maintained CRM (Customer Relationship Management) system helps you track leads, log activities, manage follow-ups, and ultimately close more deals. It’s not a burden; it’s your competitive advantage in a market where staying top-of-mind is crucial.
A CRM is a centralized platform that stores customer and prospect information, tracks interactions, and organizes follow-ups. It’s much more than a digital Rolodex: it’s a roadmap that guides your daily, weekly, and monthly sales activities.
One of the strongest benefits of a CRM is the data it holds. From historical interactions and deal sizes to industry types and buying behaviors, the insights you gather can help refine your prospecting strategy. If you notice, for example, that deals in a particular industry close faster, you can double down on those leads.
A CRM ensures nothing slips through the cracks. It provides timely reminders and alerts for follow-ups, making sure you never miss out on a critical opportunity. When you’re managing dozens (or hundreds) of prospects, having a system to keep you organized is priceless.
Despite the obvious advantages, many salespeople still resist adopting a CRM. Here’s why:
1. Perceived Complexity
CRMs can feel overwhelming at first glance, especially if you’re used to spreadsheets or pen-and-paper methods.
2. Lack of Training
A tool is only as effective as the person using it. Without proper onboarding and continuous learning, salespeople may never understand the full capabilities of their CRM.
3. Fear of Accountability
A CRM makes performance metrics visible. Some sales professionals worry that every call, email, or missed opportunity will be logged and scrutinized. However, this level of transparency is essential for personal growth and team success.
A CRM helps you structure your pipeline by stages, ensuring every prospect has a clear path toward closing. You can see at a glance where each deal stands and what next steps are needed.
With automated reminders and follow-up prompts, your CRM becomes your personal assistant. It liberates you from the mental load of remembering every single to-do.
When you store detailed prospect information, you can tailor communications to each individual’s challenges and goals. This level of personalization differentiates you from competitors who blast generic messages.
The metrics and reporting features of CRMs allow you to analyze trends, measure performance, and forecast future sales. These data-driven insights help you make informed decisions and refine your prospecting strategy.
A CRM ensures everyone on the team is aligned. It enables seamless handoffs and transparency, so deals don’t get lost when territories change or colleagues step in to help.
Consistency is king. Whether you’re making calls, sending emails, or attending meetings, log every activity in your CRM. This daily habit ensures your data remains reliable and actionable.
CRMs can quickly become cluttered with duplicates or outdated information. Schedule regular “cleanup” sessions to merge duplicate entries, remove stale leads, and update contact details.
Most CRMs offer automated features like email sequences, activity reminders, and task scheduling. Use these tools to reduce manual work and ensure consistent outreach.
After each interaction, add detailed notes to capture what was discussed, next steps, and any personal details that might help you connect on a human level. Tagging prospects by criteria such as industry or deal size makes segmenting and filtering easier.
Track activity metrics (calls made, emails sent, meetings scheduled) and performance metrics (closed deals, conversion rates, average deal size). Use this data to identify bottlenecks and fine-tune your approach.
Challenge:
A salesperson was relying on spreadsheets and post-it notes to track leads. Follow-ups fell through the cracks, resulting in missed opportunities.
Solution:
Outcome:
Within three months, they improved their follow-up rate by 40% and closed 5 additional deals—success that was directly tied to consistent CRM usage.
1. Your CRM is a Tool, Not a Burden: Embrace it as a critical partner in your sales process.
2. Data is Your Friend: The more information you capture, the more strategic you can be.
3. Consistency Wins: A well-maintained CRM is only as good as the data you put into it, day in and day out.
Am I using my CRM to its full potential, or am I neglecting it?
Consider how often you update records and what features (automation, reporting) you’re leveraging.
How can I make updating my CRM a consistent habit?
Routine is everything. Block time on your calendar each day to log activities.
What CRM features could help me improve my prospecting and follow-up?
Explore functionalities like email templates, drip campaigns, and pipeline reports that can streamline your workflow.
Jeb Blount’s message in Chapter 11 is clear: treat your CRM like the lifeblood of your sales operation. The sales professionals who embrace CRMs gain a powerful competitive edge—they organize their pipeline efficiently, leverage data to make better decisions, and stay accountable to their goals.
By committing to daily use, keeping your CRM clean, leveraging automation, and monitoring metrics, you’ll be well on your way to building a pipeline that practically manages itself—allowing you to focus on what really matters: connecting with prospects and closing deals.
Ready to take your prospecting to the next level? Set aside time today to explore your CRM’s features, clean up your database, and integrate daily usage into your workflow. Your future self—and your sales numbers—will thank you.
If you’ve ever felt overwhelmed by your prospect list—or found yourself devoting too much time to leads that just aren’t buying—Jeb Blount’s Prospecting Pyramid is the solution you’ve been waiting for. Introduced in Chapter 10 of Fanatical Prospecting, the Prospecting Pyramid is a straightforward yet powerful framework for segmenting leads based on their potential value and readiness to buy. By helping you focus your efforts where they matter most, this model can revolutionize your sales efficiency and conversion rates.
Below, we’ll break down the key elements of the Prospecting Pyramid, explain why it’s so effective, and share how you can apply it in your everyday sales routines.
The Prospecting Pyramid is a visual structure that categorizes your leads or prospects into three distinct tiers:
Top Tier – High-Value Prospects
These leads meet all the essential criteria for your ideal customer profile. They have a clear need, the budget, and the authority to make a buying decision. Engaging them effectively can yield the highest return on your efforts.
Middle Tier – Potential Opportunities
These prospects show some promise but need more qualification or nurturing. Perhaps they fit some aspects of your ideal customer profile but haven’t expressed a clear need—or they have a need but aren’t ready to commit yet.
Bottom Tier – Broad Outreach
This tier includes unqualified leads and those who may not be fully aware of your offering. While they might convert down the road, they’re not your immediate focus.
1. Focus on the Right Priorities
“Not all prospects are created equal. Focus on the right ones to maximize your time and results.”
When you treat every lead the same way, you can unintentionally devote too much time to dead ends and miss opportunities with more promising prospects. The Prospecting Pyramid forces you to identify where your best chances lie—so you can invest your time and energy in what truly matters.
2. Improved Efficiency
“Focus on activities that yield the greatest return on investment (ROI).”
By zeroing in on high-value leads (the top tier), you’re more likely to close deals quicker and get tangible results. Meanwhile, middle-tier prospects receive the nurturing they need, and the bottom tier gets the broader outreach that might turn them into potential buyers down the line—without monopolizing your schedule.
3. Balanced Pipeline
“Maintains a steady flow of opportunities across all stages.”
Only focusing on top-tier prospects might yield a quick win, but it can cause your pipeline to dry up if new leads aren’t continually nurtured. By engaging across all tiers, you ensure a continuous flow of leads at various stages of readiness, preventing the dreaded “boom-and-bust” sales cycle.
1. Segment Your Prospects
“Categorize your prospects into the pyramid’s tiers based on their readiness to buy and value.”
The first step is auditing your existing leads. Who are your Top Tier prospects—those most likely to convert soon? Which are Middle Tier—with potential but needing more qualification? Which are Bottom Tier—still unqualified or not aware of your offering’s relevance?
Pro Tip: Use a simple checklist or scoring system based on budget, authority, need, timing, or other relevant factors (commonly called BANT, MEDDIC, or other frameworks).
2. Focus on High-Value Activities
“Spend most of your time on top-tier prospects, as they offer the highest likelihood of conversion.”
Set aside prime calling hours and personalized outreach tactics for these high-potential leads. Build deeper relationships through tailored conversations, targeted content, and one-on-one demos.
Pro Tip: Aim to dedicate a significant chunk—like 60%—of your active prospecting time to this tier.
3. Nurture the Middle Tier
“Engage these prospects with targeted follow-ups, nurturing them until they’re ready to move up the pyramid.”
These leads may not be ready to buy today, but they could be tomorrow. Offer them relevant resources—blog posts, whitepapers, case studies—and invite them to webinars or events. Show them the value of your solution, so when they are ready, you’re at the top of their list.
4. Broadly Engage the Bottom Tier
“Use mass outreach methods like cold calls or social media to generate interest and qualify leads.”
Your bottom tier includes leads who may be far from making a purchase decision. Keep them on your radar through broader campaigns—like email marketing or social media outreach—that don’t require heavy time investment. If they express interest, move them up to the middle tier for further nurturing.
5. Continuously Evaluate and Adjust
“Regularly review your prospecting activities and reallocate resources based on changes in the pipeline.”
Prospects can move up or down the pyramid as their circumstances change. Maybe a bottom-tier lead suddenly experiences a new business challenge that makes them a prime candidate. Or a top-tier prospect loses budget authorization and slips to the middle. Be agile and adjust your approach accordingly.
1. Spending Too Much Time on the Bottom Tier
“Avoid over-investing in unqualified leads at the expense of high-value prospects.”
It’s tempting to “spray and pray” in the hopes of stumbling onto a ready buyer. But if you devote most of your time to low-quality leads, your high-value prospects languish without attention. Remember: top-tier leads deserve top-tier focus.
2. Neglecting the Middle Tier
“Don’t overlook nurturing efforts for prospects who aren’t ready to buy yet.”
Ignoring the middle tier is a short-sighted strategy. These prospects can evolve into sales opportunities if given consistent attention. Offer them educational resources and check in periodically to track any changes in their situation.
3. Failing to Update the Pyramid
“Prospects move up and down the pyramid based on new information or engagement—adjust accordingly.”
Don’t let your segmentation become static. Revisit it weekly or monthly to reflect new developments. Consistent updates keep your pipeline data fresh and your outreach relevant.
Challenge: A salesperson treated all leads equally, spending hours on cold outreach to indifferent contacts. High-potential leads received the same generic attention, resulting in missed deals and an unpredictable pipeline.
Outcome: Within two months, the salesperson’s conversion rate increased by 25%. Having a structured approach to follow-ups and prioritization made forecasting more accurate and the pipeline more predictable.
1. Prioritization Is Key
Channel your prime resources—time, energy, and creativity—into the leads with the highest potential.
2. Balance Efforts Across Tiers
Keep a steady inflow of new leads at the bottom while nurturing the middle to climb up and closing deals at the top.
3. Adapt to Change
Prospects’ needs and budgets shift. Update your pyramid regularly to reflect current realities.
4. Optimize for Efficiency
By focusing on high-value prospects first, you quickly see tangible results while still laying groundwork with other tiers.
Are You Prioritizing Your Efforts on the Right Prospects?
Review your current pipeline. Which leads merit a top-tier designation, and which belong in the middle or bottom?
How Can You Better Segment Your Pipeline?
Consider using a CRM tool, tags, or scoring metrics to sort leads effectively.
Are You Maintaining a Balanced Focus?
If you find your pipeline lacking fresh opportunities, dedicate a portion of your day to broad outreach and middle-tier nurturing.
Chapter 10 of Fanatical Prospecting reminds us that not all leads are created equal. By embracing the Prospecting Pyramid, you’ll keep your sales process organized, efficient, and targeted. The result? A healthier pipeline where high-value prospects receive the attention they deserve, middle-tier leads are steadily nurtured, and new leads continue to flow in at the bottom. Over time, this structured approach can dramatically boost your conversion rates, shorten your sales cycle, and make your pipeline more predictable—so you can focus on closing deals and growing revenue.
Prospecting is about more than just making calls or sending emails—it’s about intentionality. In Chapter 9 of Fanatical Prospecting, Jeb Blount lays out four key objectives that shape every successful outreach. By aligning each interaction with these objectives, you ensure that every touchpoint moves prospects closer to a purchasing decision and keeps your pipeline healthy. Below, we’ll explore these objectives, discuss why they matter, and offer practical advice on how to incorporate them into your daily workflow.
1. Clarity Leads to Focus
“Every prospecting activity must have a clear purpose.”
When you know the exact reason you’re picking up the phone or sending that email, you avoid meandering conversations and wasted time. This clarity also makes your communication sharper and more compelling.
2. Maximizing Efficiency
“Focused prospecting reduces wasted time and increases productivity.”
Prospecting done without a plan can lead to aimless chatter. By defining a specific objective—from setting an appointment to gathering information—you increase the likelihood of steering the conversation toward a productive outcome.
3. Long-Term Relationship Building
“Meeting these objectives consistently builds a strong pipeline and lasting relationships.”
Sales is seldom a one-and-done event. Prospects often need multiple touchpoints to recognize your value. Having clear objectives across these touchpoints ensures each interaction lays another brick in the foundation of a trusting relationship.
1. To Set Appointments
“Appointments are the gateway to deeper conversations and opportunities to qualify prospects.”
Purpose: The primary goal here is to get time on the calendar—a call, a demo, or a face-to-face meeting—with a qualified lead.
Example Approach: “Could we schedule a quick 15-minute chat next Tuesday to see how we might support your team’s growth?”
Why It’s Crucial: Without appointments, your sales process stalls. It’s during these meetings that you uncover needs, establish rapport, and confirm whether there’s a fit.
2. To Gather Information
“Understanding the prospect’s world allows you to tailor your approach and build credibility.”
Purpose: Sometimes you’re not ready to pitch; you’re in discovery mode. You want to learn about the prospect’s pain points, decision-making process, and budget constraints.
Example Approach: “What challenges are you experiencing with your current software setup?”
Why It’s Crucial: Detailed knowledge of a prospect’s business informs your later stages of the sales cycle. When you align your product or service precisely with their needs, you significantly improve your closing rate.
3. To Build Familiarity
“Familiarity increases trust and makes prospects more likely to engage in future conversations.”
Purpose: Especially when dealing with cold leads or new markets, your initial goal may be simply to introduce yourself, your company, and your unique value proposition.
Example Approach: “Hello, I’m [Your Name] from [Company]. We specialize in helping businesses like yours streamline [specific problem].”
Why It’s Crucial: Many prospects won’t be ready to buy immediately. By making them aware of who you are and what you do, you lay the groundwork for more in-depth conversations down the line.
4. To Create Top-of-Mind Awareness
“Regular touchpoints ensure you’re the first person they think of when they’re ready to buy.”
Purpose: This objective focuses on staying visible and relevant, particularly for prospects who aren’t in a buying cycle right now.
Example Approach: “I wanted to share a quick case study I thought you’d find interesting. Let me know if you have any questions.”
Why It’s Crucial: When the prospect’s circumstances change—budget approvals, new leadership, or sudden challenges—you’ll be the first person they consider if you’ve maintained a steady, value-added presence.
1. Define Your Goal Before Each Activity
“Decide whether your goal is to set an appointment, gather information, build familiarity, or stay top of mind.”
Before you compose that email or pick up the phone, take a moment to clarify which of the four objectives you’re aiming for. This ensures your approach and messaging are laser-focused rather than scattered.
2. Use Tailored Messaging
“Craft your script or email to match the objective.”
3. Track Your Progress
“Measure how often you achieve each objective to refine your approach.”
Use a spreadsheet or CRM to note how many calls or emails led to appointments, how many gave you new information, how many established initial connections, and how many times you stayed top of mind. These metrics show you where you excel and where you might need to adjust tactics.
4. Be Consistent
“Regularly engage with prospects to meet all four objectives over time.”
Remember that these objectives aren’t always separate stages; they can be fluid and overlapping. For instance, you might introduce yourself (Objective #3) and discover valuable information (Objective #2) in the same call. Over multiple touchpoints, you’ll likely fulfill all four objectives with each lead.
Challenge: A salesperson focused almost exclusively on setting appointments, pushing hard for a meeting on the first touch. Prospects felt rushed or unprepared, leading to low engagement and high no-show rates.
Outcome: By prioritizing all four objectives instead of just one, engagement rates improved. Within three months, the appointment-setting rate jumped by 30%, and deals closed more quickly because the pitches were better tailored to each prospect’s situation.
1. Purposeful Prospecting
Every outreach—be it a call, email, or social message—needs a defined goal.
2. Balanced Approach
Avoid focusing solely on appointments at the expense of building familiarity or gathering intel.
3. Adapt to Prospect Needs
Different prospects are at different stages. Your approach should reflect whether they know you, whether they’re ready to buy, and how much information you already have.
Are Your Prospecting Activities Aligned with One of the Four Objectives?
If not, choose an objective and tailor your messaging before your next outreach.
How Can You Improve Your Messaging?
Can you refine a script or email template to better gather information or build familiarity?
What’s Missing in Your Current Efforts?
Are you neglecting any of the four objectives and potentially losing out on warm leads?
Chapter 9 of Fanatical Prospecting makes one thing clear: Prospecting isn’t a haphazard series of calls and emails—it’s a structured process with distinct goals. By keeping the four objectives in mind—setting appointments, gathering information, building familiarity, and staying top of mind—you’ll turn each interaction into a strategic touchpoint on the journey to closing a deal. Over time, this clarity helps build stronger relationships, fill your pipeline with qualified leads, and, most importantly, close more sales.
