Fanatical Prospecting

Jeb Blount argues that the main reason salespeople fail is an empty pipeline, and that pipelines empty because people do not prospect consistently. His guide for salespeople, sales leaders, entrepreneurs and executives sets out a balanced prospecting method spread across several channels, meant to keep a steady supply of qualified opportunities and to head off sales slumps. Blount introduces what he calls the 30-Day Rule, the Law of Replacement and the Law of Familiarity, along with five C's of social selling. He also gives step-by-step frameworks for telephone, email and text message prospecting, and a voice mail technique he says doubles callbacks. Wiley published it in 2015, and it has sold more than 500,000 copies.

A reader of The CEO Library named it, through an anonymous form, as one of the three best books they read in 2019.