Chapter 23

Every salesperson hits a slump at some point: leads dry up, deals stall out, and the dreaded end-of-quarter panic sets in. According to Chapter 23 of Fanatical Prospecting by Jeb Blount, there’s one critical question you must ask yourself to break free from this cycle:

“Are you prospecting enough?”

Prospecting is the fuel that drives your sales engine. When you’re diligent and consistent, you’ll always have new opportunities in your pipeline. But when you neglect prospecting—even briefly—you’ll find yourself scrambling to hit your numbers. Below, we break down why prospecting is the cornerstone of sales success and how to ensure you’re doing enough of it.

Why Prospecting Matters Most

Your Pipeline Depends on It

A steady stream of new leads guarantees that you’re always working deals—rather than experiencing the ups and downs of a feast-or-famine cycle.

More Prospecting = More Opportunities

Sales is, in many ways, a numbers game. The more people you reach out to, the higher your chances of finding those who need your product or service.

Consistency Beats Intensity

Making 100 calls one day won’t fix the problem if you do zero calls the next. A reliable, daily cadence pays off more than big but sporadic bursts of activity.

Key Lessons from Chapter 23

1. The Prospecting Law of Averages

Chances are, only a fraction of your outreach attempts will convert into a meeting, and an even smaller fraction will turn into a sale. That’s normal. The good news is that with enough volume, you’ll stack the odds in your favor.

2. Pipeline Problems Are Prospecting Problems

If your pipeline looks weak, it’s almost always a reflection of insufficient prospecting activity. Before you blame the market or your product, first check how often—and how consistently—you’re prospecting.

3. The Magic of Compounding Effort

Success isn’t built in a day. Small, consistent actions accumulate over time. By making prospecting a daily priority, you plant seeds that can sprout into future opportunities.

4. Focus on What You Can Control

You can’t control how every prospect will respond, but you can control how many people you contact, how often you follow up, and how diligently you track your progress.

How to Ensure You’re Prospecting Enough

Set Daily Prospecting Goals

Whether it’s making 30 calls, sending 20 emails, or booking 5 appointments, be explicit about what you plan to achieve each day.

Time Block for Prospecting

Schedule prospecting blocks on your calendar—just like you would f