Book Review

Chapter 20 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, […]

Chapter 19 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 […]

Chapter 18 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 […]

Chapter 17 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 […]

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, […]

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 […]

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 […]

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 […]

Chapter 12 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, […]

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 […]

Chapter 10 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 […]

Chapter 9 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 […]