Chapter 8 “Time is your most valuable resource. Use it wisely, or lose it forever.” That’s the blunt warning Jeb Blount delivers in Chapter 8 of Fanatical Prospecting. Among the many factors that affect sales success—market conditions, product quality, competitive pricing—time stands out as the great equalizer. Every salesperson gets the same 24 hours each […]
Chapter 7 It’s not always external factors like market conditions or tough competition that hold salespeople back. Often, the most formidable obstacles are the ones we unknowingly set for ourselves. In Chapter 7 of Fanatical Prospecting, Jeb Blount exposes three self-imposed barriers that can sabotage even the most talented professionals: Procrastination, Perfectionism, and Paralysis. Collectively, […]
Chapter 5 In the unpredictable world of sales, “luck” often feels like an elusive factor. Some sales professionals always seem to be in the right place at the right time, landing the big deals and collecting generous commissions. But as Jeb Blount reveals in Chapter 5 of Fanatical Prospecting, that so-called “luck” is usually the […]
Chapter 6 Many salespeople see “sales is a numbers game” as a cliché, but in Chapter 6 of Fanatical Prospecting, Jeb Blount shows how deeply true—and useful—that statement is. Far from being just empty words, “knowing your numbers” is about mastering the critical ratios that dictate how your day-to-day sales activities translate into meetings, proposals, […]
Chapter 4 Relying on one prospecting channel is like trying to sit on a one-legged stool—it may work for a while, but it’s dangerously unstable. In Chapter 4 of Fanatical Prospecting, Jeb Blount highlights why the most successful sales professionals diversify their prospecting efforts across multiple channels. By adopting a balanced prospecting methodology, you reduce […]
Chapter 3 In today’s hyper-connected world, sales professionals can reach prospects through countless channels: social media, email, text messages, video calls, and more. Yet one of the oldest prospecting methods—the humble phone call—often remains the most misunderstood and underutilized tool in a salesperson’s arsenal. In Chapter 3 of Fanatical Prospecting, Jeb Blount takes a stand […]
Chapter 2 In the high-stakes world of sales, the difference between average and extraordinary often comes down to mindset. In Chapter 2 of Fanatical Prospecting, Jeb Blount presents seven core mindsets that characterize top-performing salespeople—those he calls “fanatical prospectors.” These individuals don’t passively wait for opportunities. Instead, they chase them down with a blend of […]
Chapter 1 When you think of high-performing sales reps, you might picture smooth talkers, sharp dressers, or charismatic presenters. Yet beneath all those traits lies an unspoken truth: none of it matters if you don’t have prospects to engage in the first place. That’s why prospecting remains the central pillar of any successful sales strategy, […]
Chapter 13 “The best sellers focus on solving, not selling.” — Keenan, Gap Selling In Chapter 13 of Gap Selling, Keenan challenges conventional sales tactics by emphasizing that the true mark of a successful seller lies in their ability to be a problem-solver. The Gap Seller mindset is all about putting the customer’s outcomes above […]
Chapter 12 “Closing isn’t about pressure—it’s about partnership.” — Keenan, Gap Selling In Chapter 12 of Gap Selling, Keenan redefines the closing process. Instead of relying on high-pressure tactics that force a quick “yes,” he advocates for closing as the natural outcome of a consultative, problem-solving process. When you’ve taken the time to thoroughly uncover […]
Chapter 11 “Sales isn’t talking at your customer; it’s working with them to uncover and solve their gap.” — Keenan, Gap Selling In the dynamic world of sales, the most successful professionals understand that the conversation is not about a one-sided pitch—it’s about engaging with the customer as a partner. In Chapter 11 of Gap […]
Chapter 10 “People buy from those they trust.” — Keenan, Gap Selling In today's complex sales landscape, the ability to build trust and establish credibility is paramount. In Chapter 10 of Gap Selling, Keenan highlights that trust isn’t something that can be demanded—it must be earned. Buyers are more inclined to engage with, invest in, […]
