---
product_id: 19006759
title: "Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)"
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---

# Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

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- **What is this?** Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)
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## Description

Ditch the failed sales tactics, fill your pipeline, and crush your number With over 500,000 copies sold Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development―prospecting. The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform. Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects. Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels. This book reveals the secrets, techniques, and tips of top earners. You’ll learn: Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more! Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities. In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales. Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Review: I’m the guy who didn’t need the book, and I’m delighted with it! - From my point of view, Fanatical Prospecting is a great personal development book. It is probably good for prospecting too. I don’t prospect. I fear rejection like any sane person, and according to Jeb Blount, the author of "Fanatical Prospecting:" "prospecting is hard, grueling, rejection-dense work.” Thus, I built my business ventures to avoid prospecting and rejection. My customers come to me; I don’t look for them. I qualify them before I get on the call with them. And I don’t really need new customers. My attrition rates are low. A few new customers a month is more than enough for me. When COVID robbed me of my health and sanity, I did nothing in my business for three months. My revenue slumped only by about 50%. I didn’t really need to read this book. I read it because it was a lecture in my mastermind. And I don’t regret it at all. No CONS Usually, I start my reviews with some negatives. Well, I cannot do it with Fanatical Prospecting. I’m the guy who didn’t need the book, and I’m delighted with it! I liked everything in Fanatical Prospecting. On the other hand, I can enumerate a massive list of… PROS 1. Very well written. I’m an avid reader. I read 50-100 books a year. And Fanatical Prospecting stood out, significantly. It’s a nonfiction book that reads a bit like a thriller. It has just enough stories to illustrate the points. These are real-life stories, short and to the point. The author doesn’t beat the dead horse. The material is meaty and delivered in a common, simple, understandable language. This is just a great read. Which leads me to another PRO… 2. Extremely Quotable. I have 157 highlights of this book in my Kindle. It easily positions it among the top 5% of the books I read. Maybe even 1%. Most of those highlights were great soundbites – powerful one-liners, like: "In sales you are owed nothing!” “Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” “Elite salespeople, like elite athletes, track everything.” “Effective delegation begins with effective communication.” The above is just a sample out of dozens and dozens of great quotes I highlighted. 3. Brother from Another Mother. I also liked the book because it was so in line with my own personal philosophy. I found myself nodding furiously in agreement about every other chapter. The importance of tracking? Checked. "You cannot be delusional and successful at the same time. Delusion gets you nowhere.” The importance of perseverance? Checked. "Just remember. In sales persistence always wins. Always.” The importance of small consistent daily actions? Checked. "Every major failure in my life has been a direct result of a collapse in my self-discipline to do the little things every day. Frankly, that is all failure really is.” Every fear is real? Checked. "This is why you feel physically anxious before you ask. Your mind reels, palms sweat, stomach tightens, and muscles become tense as you subconsciously prepare for ‘no.’ This is the root cause of your feeling of fear.” C’mon! This is the exact description of what I had felt when I worked on overcoming my shyness. To the letter. It’s like Jeb had been in my head and described my bodily sensations. 4. Secrets of Trade. Jeb has the amazing ability of getting to the essence of things. Fanatical Prospecting is full of tiny tidbits revealing secrets hidden in plain sight. Just a few of them: "The secret: Speak in public, regularly.” This refers to the secret of being good with sales calls. I wouldn’t have ever thought of it. But hey, Jeb is the expert here. If he states that public speaking makes you a better salesman, who am I to argue? "There is only one technique that really works for getting what you want on a prospecting touch. Ask.” Amen to that. We overcomplicate things, not only in the sales process, but in life. One technique; drop mike. "The easiest, fastest way to get someone’s attention is to use the most beautiful word in the world to them—their name.” How to Win Friends and Influence People 101. Yet, it’s the underutilized secret even for those who read the book. "The ‘single most powerful technique’ to get past gatekeepers is to use please twice.” “Yes, it’s as easy as this. ‘Please, could you connect me with your boss, please?'” 5. Ruthlessly Honest. I loved how the book started – from telling why the sales profession is so hard and so profitable at the same time. "Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” Jeb Blount doesn’t beat around the bush. He goes straight to the point and he doesn’t try to paint the sky pink. If something is “hard, grueling, rejection-dense” (another of his description of prospecting), he states it in plain words. The author is also not afraid to articulate his position on things that get on his nerves. They get on my nerves too. "Political correctness has run amuck.” “In your life, mediocrity is like a broke uncle. Once he moves into your house, it is nearly impossible to get him to leave.” 6. Funny. Not hilarious. Just funny enough to crack a smile from time to time and lighten the mood. And Jeb’s sense of humor is right down my alley. "Privacy? Forget about privacy. You are in sales.” “(…)smartphone. Twenty minutes later, you find yourself watching a video of a chimpanzee riding a giraffe around a circus tent and can’t remember how you got there.” “Get it through your thick skull that nobody cares about you or what you have to say. They want to talk about themselves.” 7. Productivity Tips. I consider the productivity tips sprinkled throughout the book to be the most universal message of Fanatical Prospecting. Seriously, stay-at-home moms could have used them with success. "For salespeople, though, most time management problems are self-inflicted.” Most time management problems are self-inflicted for every profession where you are free to choose your own schedule. Every freelancer, health practitioner with a private practice, business owner or even independent specialist in the corpo environment commits the same productivity sins. "The two biggest prospecting derailers for sales professionals are e-mail and mobile devices.” “Those are the two biggest derailers for everyone who works with a mobile device and/or email.” “You cannot be efficient when you are constantly being distracted.” The above applies to virtually everybody. Yet, with the stubbornness worthy of a better cause, everybody tries to multitask. "The most expensive thing you can do in sales is spend your time with the wrong prospect.” That hit too close to home. I already pre-qualify my prospects; yet, still the most worthless time I spent is on the prospecting calls with someone I shouldn’t have been speaking in the first place. 8. Personal Development. Especially the last part about mental toughness was very inspiring. If Jeb wasn’t a great salesman, he could’ve become a great motivational speaker. Mental toughness is just icing on the cake. The whole book is full of powerful statements which applies directly to one’s ability to be honest with themselves and do the work. Self-discipline, self-awareness, proper planning, mental attitude – those things are the part of the sales and prospecting processes as much as they are part of life. As I already stated, I didn’t need to read Fanatical Prospecting very much. I’m a business owner, but I’m in the early stage of my business, where my sales skills are not crucial for my success. However, as a solopreneur, I am my business. So, while the prospecting message was mostly an interesting piece of research for me, the personal development teachings ‘in the background’ were the most valuable for me. Summary I recommend this book for every entrepreneur. If your business depends on your sales skills, you will find it doubly valuable. However, I found "Fanatical Prospecting" a personal development book first and foremost. And a great one in this field too. The last time I checked, every single human being could have used some more personal development. Thus, I wholeheartedly recommend Jeb Blount’s book to everyone.
Review: It's become one of my favorite sales books and I past it up a dozen times before buying it! - I read a lot of sales books and have for years. This one in particular kept showing up when I searched sales books but I kept overlooking it. Big mistake! I just got it last week and I haven't been able to put it down. In fact, it's already half highlighted! With that said, it's not perfect but parts are for me and that's why I am giving it 5 stars. A lot of the material are things I read before over the years but Jeb Blount has a way of writing about it that sticks and motivates. Here are some of the things made a big impact for me: 1. Chapter 1 The Case For Prospecting: This is my favorite chapter and is excellent for salespeople who need to know what prospecting is about or need a refresher. Jeb doesn't hold back here or sugar coat anything. He identifies why we should prospect for business, who superstars are and what they do and don't do and lastly, he tells it like it is. Prospecting sucks! But starving sucks more! This is a chapter to be reread any time you need a quick pick me upper when struggling with making calls. 2. Social selling: I am sooo thankful for his explanation on Social Selling and that is that it is NOT a replacement for cold calling, emailing, knocking on doors etc. Social selling is something you do to support prospecting. I think too many people try to say cold calling doesn't work and that's such nonsense. It does work today as much as ever! I spoke with a salesman who sells millions in software. He was telling me how he uses linkedin to sell. I thought he would tell me that he doesn't make cold calls. NOPE! He uses linkedin to find names, then he adds them and cold calls them at the same time. It forces him to make 50 cold calls a day. He uses linkedin two ways.. 1. he knows the prospects he's calling 2. he hopes by trying to add them before he dials, it will help him to get better results. Jeb talks very similarly about doing this too but his main message is this... social selling enhances cold calling, it doesn't replace it! This is a great lesson in modern day sales. 3. Time Blocking and 30days: This is not new but he really hits it home... we should all block time to make calls everyday. Just like any other appt. Put it on your calendar and treat it like your most important appts. 30 days: The activity(calls) you make in the next 30 days will be the sales you make in the next 60-90 days. Anytime you break the chain, you break the cycle and sales stop. Overall, its an excellent mix of motivation and technique. There are a ton of techniques on how to call, what to say, using a crm, how and when to update leads. There is a ton of material in here and they are broken up into short chapters which I really like. It's not overly wordy like this review is! haha There is also free access to his website where he has free videos on selling, podcasts, downloads etc... Last advice is this... but the audible book too. It's unabridged and read by Jeb. I've been reading it while listening to it. It really helps it sink in.

## Technical Specifications

| Specification | Value |
|---------------|-------|
| Best Sellers Rank | #3,714 in Books ( See Top 100 in Books ) #1 in Telemarketing (Books) #3 in Direct Marketing (Books) #8 in Sales & Selling (Books) |
| Customer Reviews | 4.7 out of 5 stars 5,269 Reviews |

## Images

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## Customer Reviews

### ⭐⭐⭐⭐⭐ I’m the guy who didn’t need the book, and I’m delighted with it!
*by M***S on April 30, 2022*

From my point of view, Fanatical Prospecting is a great personal development book. It is probably good for prospecting too. I don’t prospect. I fear rejection like any sane person, and according to Jeb Blount, the author of "Fanatical Prospecting:" "prospecting is hard, grueling, rejection-dense work.” Thus, I built my business ventures to avoid prospecting and rejection. My customers come to me; I don’t look for them. I qualify them before I get on the call with them. And I don’t really need new customers. My attrition rates are low. A few new customers a month is more than enough for me. When COVID robbed me of my health and sanity, I did nothing in my business for three months. My revenue slumped only by about 50%. I didn’t really need to read this book. I read it because it was a lecture in my mastermind. And I don’t regret it at all. No CONS Usually, I start my reviews with some negatives. Well, I cannot do it with Fanatical Prospecting. I’m the guy who didn’t need the book, and I’m delighted with it! I liked everything in Fanatical Prospecting. On the other hand, I can enumerate a massive list of… PROS 1. Very well written. I’m an avid reader. I read 50-100 books a year. And Fanatical Prospecting stood out, significantly. It’s a nonfiction book that reads a bit like a thriller. It has just enough stories to illustrate the points. These are real-life stories, short and to the point. The author doesn’t beat the dead horse. The material is meaty and delivered in a common, simple, understandable language. This is just a great read. Which leads me to another PRO… 2. Extremely Quotable. I have 157 highlights of this book in my Kindle. It easily positions it among the top 5% of the books I read. Maybe even 1%. Most of those highlights were great soundbites – powerful one-liners, like: "In sales you are owed nothing!” “Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” “Elite salespeople, like elite athletes, track everything.” “Effective delegation begins with effective communication.” The above is just a sample out of dozens and dozens of great quotes I highlighted. 3. Brother from Another Mother. I also liked the book because it was so in line with my own personal philosophy. I found myself nodding furiously in agreement about every other chapter. The importance of tracking? Checked. "You cannot be delusional and successful at the same time. Delusion gets you nowhere.” The importance of perseverance? Checked. "Just remember. In sales persistence always wins. Always.” The importance of small consistent daily actions? Checked. "Every major failure in my life has been a direct result of a collapse in my self-discipline to do the little things every day. Frankly, that is all failure really is.” Every fear is real? Checked. "This is why you feel physically anxious before you ask. Your mind reels, palms sweat, stomach tightens, and muscles become tense as you subconsciously prepare for ‘no.’ This is the root cause of your feeling of fear.” C’mon! This is the exact description of what I had felt when I worked on overcoming my shyness. To the letter. It’s like Jeb had been in my head and described my bodily sensations. 4. Secrets of Trade. Jeb has the amazing ability of getting to the essence of things. Fanatical Prospecting is full of tiny tidbits revealing secrets hidden in plain sight. Just a few of them: "The secret: Speak in public, regularly.” This refers to the secret of being good with sales calls. I wouldn’t have ever thought of it. But hey, Jeb is the expert here. If he states that public speaking makes you a better salesman, who am I to argue? "There is only one technique that really works for getting what you want on a prospecting touch. Ask.” Amen to that. We overcomplicate things, not only in the sales process, but in life. One technique; drop mike. "The easiest, fastest way to get someone’s attention is to use the most beautiful word in the world to them—their name.” How to Win Friends and Influence People 101. Yet, it’s the underutilized secret even for those who read the book. "The ‘single most powerful technique’ to get past gatekeepers is to use please twice.” “Yes, it’s as easy as this. ‘Please, could you connect me with your boss, please?'” 5. Ruthlessly Honest. I loved how the book started – from telling why the sales profession is so hard and so profitable at the same time. "Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.” Jeb Blount doesn’t beat around the bush. He goes straight to the point and he doesn’t try to paint the sky pink. If something is “hard, grueling, rejection-dense” (another of his description of prospecting), he states it in plain words. The author is also not afraid to articulate his position on things that get on his nerves. They get on my nerves too. "Political correctness has run amuck.” “In your life, mediocrity is like a broke uncle. Once he moves into your house, it is nearly impossible to get him to leave.” 6. Funny. Not hilarious. Just funny enough to crack a smile from time to time and lighten the mood. And Jeb’s sense of humor is right down my alley. "Privacy? Forget about privacy. You are in sales.” “(…)smartphone. Twenty minutes later, you find yourself watching a video of a chimpanzee riding a giraffe around a circus tent and can’t remember how you got there.” “Get it through your thick skull that nobody cares about you or what you have to say. They want to talk about themselves.” 7. Productivity Tips. I consider the productivity tips sprinkled throughout the book to be the most universal message of Fanatical Prospecting. Seriously, stay-at-home moms could have used them with success. "For salespeople, though, most time management problems are self-inflicted.” Most time management problems are self-inflicted for every profession where you are free to choose your own schedule. Every freelancer, health practitioner with a private practice, business owner or even independent specialist in the corpo environment commits the same productivity sins. "The two biggest prospecting derailers for sales professionals are e-mail and mobile devices.” “Those are the two biggest derailers for everyone who works with a mobile device and/or email.” “You cannot be efficient when you are constantly being distracted.” The above applies to virtually everybody. Yet, with the stubbornness worthy of a better cause, everybody tries to multitask. "The most expensive thing you can do in sales is spend your time with the wrong prospect.” That hit too close to home. I already pre-qualify my prospects; yet, still the most worthless time I spent is on the prospecting calls with someone I shouldn’t have been speaking in the first place. 8. Personal Development. Especially the last part about mental toughness was very inspiring. If Jeb wasn’t a great salesman, he could’ve become a great motivational speaker. Mental toughness is just icing on the cake. The whole book is full of powerful statements which applies directly to one’s ability to be honest with themselves and do the work. Self-discipline, self-awareness, proper planning, mental attitude – those things are the part of the sales and prospecting processes as much as they are part of life. As I already stated, I didn’t need to read Fanatical Prospecting very much. I’m a business owner, but I’m in the early stage of my business, where my sales skills are not crucial for my success. However, as a solopreneur, I am my business. So, while the prospecting message was mostly an interesting piece of research for me, the personal development teachings ‘in the background’ were the most valuable for me. Summary I recommend this book for every entrepreneur. If your business depends on your sales skills, you will find it doubly valuable. However, I found "Fanatical Prospecting" a personal development book first and foremost. And a great one in this field too. The last time I checked, every single human being could have used some more personal development. Thus, I wholeheartedly recommend Jeb Blount’s book to everyone.

### ⭐⭐⭐⭐⭐ It's become one of my favorite sales books and I past it up a dozen times before buying it!
*by W***6 on April 3, 2017*

I read a lot of sales books and have for years. This one in particular kept showing up when I searched sales books but I kept overlooking it. Big mistake! I just got it last week and I haven't been able to put it down. In fact, it's already half highlighted! With that said, it's not perfect but parts are for me and that's why I am giving it 5 stars. A lot of the material are things I read before over the years but Jeb Blount has a way of writing about it that sticks and motivates. Here are some of the things made a big impact for me: 1. Chapter 1 The Case For Prospecting: This is my favorite chapter and is excellent for salespeople who need to know what prospecting is about or need a refresher. Jeb doesn't hold back here or sugar coat anything. He identifies why we should prospect for business, who superstars are and what they do and don't do and lastly, he tells it like it is. Prospecting sucks! But starving sucks more! This is a chapter to be reread any time you need a quick pick me upper when struggling with making calls. 2. Social selling: I am sooo thankful for his explanation on Social Selling and that is that it is NOT a replacement for cold calling, emailing, knocking on doors etc. Social selling is something you do to support prospecting. I think too many people try to say cold calling doesn't work and that's such nonsense. It does work today as much as ever! I spoke with a salesman who sells millions in software. He was telling me how he uses linkedin to sell. I thought he would tell me that he doesn't make cold calls. NOPE! He uses linkedin to find names, then he adds them and cold calls them at the same time. It forces him to make 50 cold calls a day. He uses linkedin two ways.. 1. he knows the prospects he's calling 2. he hopes by trying to add them before he dials, it will help him to get better results. Jeb talks very similarly about doing this too but his main message is this... social selling enhances cold calling, it doesn't replace it! This is a great lesson in modern day sales. 3. Time Blocking and 30days: This is not new but he really hits it home... we should all block time to make calls everyday. Just like any other appt. Put it on your calendar and treat it like your most important appts. 30 days: The activity(calls) you make in the next 30 days will be the sales you make in the next 60-90 days. Anytime you break the chain, you break the cycle and sales stop. Overall, its an excellent mix of motivation and technique. There are a ton of techniques on how to call, what to say, using a crm, how and when to update leads. There is a ton of material in here and they are broken up into short chapters which I really like. It's not overly wordy like this review is! haha There is also free access to his website where he has free videos on selling, podcasts, downloads etc... Last advice is this... but the audible book too. It's unabridged and read by Jeb. I've been reading it while listening to it. It really helps it sink in.

### ⭐⭐⭐⭐⭐ A Manual For All aspects Of Sales Prospecting, From A Master Of The Game.
*by C***G on January 29, 2017*

I can see why Fanatical Prospecting by Jeb Blount is the #1 selling in it's main category. The author covers cold calling, referral selling (although that chapter is a little short), selling socially, and more. But he cover completely the reasons reps don't prospect. He knows their excuses for putting off calling prospects on the phone. He summed it up nicely on page 18 (of the hardback edition), "It is not the "cold" call that is hard, it is the interrupting. Reps are just afraid to make the call, not the cold call". And I have found that to be true. And the author seems to completely understand the reason for sales slumps, and he explains the cure....keeping accurate records of your sales activity. Because the reason for a sales slump is almost universally, that the rep has simply stopped prospecting, and doesn't want to admit it. Blount says this on page 39 "You cannot be delusional and successful at the same time". Then goes on to give the reason reps don't keep records...it's easier to delude themselves into thinking they are working, when they are not. The author talks about "perfectionism" in the most profitable way, that it's a way of deluding yourself that "not actually working is a virtue, when it's just fear of rejection. "I'm just a perfectionist, I guess" kills sales..and sales careers. Blount expands the purpose of the prospecting call to include; set an appointment, gather information and qualify, close a sale, and build familiarity. By doing that, you can keep prospects on a "track". It isn't just one "yes or no" call. Every call can build on the last call, each moving the sale forward. You learn about personal branding, the "Marketing" aspect of selling. The author devotes a good amount of time on this, essentially telling you to make the person more aware of you, before the prospecting call. And that is really good advice. On page 141 is about the smartest thing I've ever read in a book on sales prospecting. I won't spoil it for you, but it's an approach that is completely non-salesy, and is going to be seen as highly complimentary to the prospect. I suggest you use the approach, as written in the book. I think you'll be surprises at how effective it will be for you. You get a very straight forward template on how to make a great prospecting call, that starts on page 154. Several pages after that, giving the complete approach and script ideas... make the book a good value, all on its own. He also talks about in person prospecting, e-mail prospecting, using voice mail, and text messaging to prospect. A solid course on the subject of sales prospecting. If the author gave exactly the same information in a three day seminar, and charged $500 for it, I'd feel it was a bargain.

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