Book Review

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 […]

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 […]