JB: I was gonna title it that, but my publisher had a little problem.
Posted: Mon Jan 27, 2025 5:25 am
I mean, you can always get orders from current customers, but harvesting existing accounts is not going to get you to your sales goals. How do you grow and accelerate your sales with orders from new customers? That’s the challenge.
And that’s what we’re going to learn about today from Jeb. Practical tips and simple sales strategies to help you prospect for new customers. So Jeb, welcome to the show.
Jeb Blount: Thank you. I’m glad to be here. This is the second time you and I’ve talked. It’s nice to be back together again.
AP: So you’ve just published an exciting new book called Fanatical Prospecting, not just prospecting, but “fanatical” prospecting. So what do you mean by “fanatical prospecting”?
JB: It’s a term that I coined many years ago and I’ve used it in training and especially in workshops. And we have a Fanatical Prospecting Bootcamp that we run for a number of companies.
It really stemmed from when I was the vice president of a region for a company I worked for. We had a lot of salespeople and we were failing miserably in sales. The only thing that we could do is go out and get more stuff in our pipe, because our pipeline was depleted and empty. And so I was trying to figure out a way to get the troops all fired up to go.
And I started talking about fanatical prospecting. And malaysia telegram data really the definition, in fact, one of my favorite definitions of fanatical prospecting is: “motivated by uncritical enthusiasm”.
And if you think about it, that’s how a lot of salespeople approach prospecting. They’re they’re critical of themselves. They project their own fears on their prospect and they’re hesitant to interrupt prospects and ask them for an appointment or for a next step.
And so I love the term fanatical prospecting because it defines what I know to be true, whether it’s inside sales or outside sales, the top salespeople in every industry that I’ve experienced are the ones that are absolutely fanatical about opening doors and getting people on the telephone.
Whether it’s via email, social, text messaging, or smoke signals, they’re working all the time to get people into the pipeline.
AP: So what you’re saying is that there’s not a market for a book called lukewarm half-hearted prospecting?
And that’s what we’re going to learn about today from Jeb. Practical tips and simple sales strategies to help you prospect for new customers. So Jeb, welcome to the show.
Jeb Blount: Thank you. I’m glad to be here. This is the second time you and I’ve talked. It’s nice to be back together again.
AP: So you’ve just published an exciting new book called Fanatical Prospecting, not just prospecting, but “fanatical” prospecting. So what do you mean by “fanatical prospecting”?
JB: It’s a term that I coined many years ago and I’ve used it in training and especially in workshops. And we have a Fanatical Prospecting Bootcamp that we run for a number of companies.
It really stemmed from when I was the vice president of a region for a company I worked for. We had a lot of salespeople and we were failing miserably in sales. The only thing that we could do is go out and get more stuff in our pipe, because our pipeline was depleted and empty. And so I was trying to figure out a way to get the troops all fired up to go.
And I started talking about fanatical prospecting. And malaysia telegram data really the definition, in fact, one of my favorite definitions of fanatical prospecting is: “motivated by uncritical enthusiasm”.
And if you think about it, that’s how a lot of salespeople approach prospecting. They’re they’re critical of themselves. They project their own fears on their prospect and they’re hesitant to interrupt prospects and ask them for an appointment or for a next step.
And so I love the term fanatical prospecting because it defines what I know to be true, whether it’s inside sales or outside sales, the top salespeople in every industry that I’ve experienced are the ones that are absolutely fanatical about opening doors and getting people on the telephone.
Whether it’s via email, social, text messaging, or smoke signals, they’re working all the time to get people into the pipeline.
AP: So what you’re saying is that there’s not a market for a book called lukewarm half-hearted prospecting?