Includes bibliographical references and index.

Print version record and CIP data provided by publisher.

Explaining the why and how behind the most important activity in sales and business development--prospecting, this book offers a step-by-step, innovative approach to prospecting that works for real people, in the real world, with real prospects. -- Edited summary from book.

Praise for Fanatical Prospecting; Title Page; Copyright; Dedication; Foreword; Special Note: Free Prospecting Resources; Chapter 1: The Case for Prospecting; The Real Secret to Sustained Sales Success; In Search of the Easy Button; Stop Wishing That Things Were Easier and Start Working to Become Better; Chapter 2: Seven Mindsets of Fanatical Prospectors; Success Leaves Clues; Chapter 3: To Cold Call or Not to Cold Call?; The Fine Art of Interrupting; Stop Seeking the Easy Way Out and Start Interrupting and Engaging; Just Afraid to Make the Call-Not Cold Call

Chapter 4: Adopt a Balanced Prospecting MethodologyThe Fallacy of Putting All Your Eggs in One Basket; Avoid the Lunacy of One Size Fits All; Chapter 5: The More You Prospect, the Luckier You Get; The Universal Law of Need; The 30-Day Rule; The Law of Replacement; The Anatomy of a Sales Slump; The First Rule of Sales Slumps; Chapter 6: Know Your Numbers: Managing Your Ratios; Elite Athletes Know Their Numbers; You Cannot Be Delusional and Successful at the Same Time; Chapter 7: The Three Ps That Are Holding You Back; Procrastination; Perfectionism; Paralysis from Analysis; Disrupting the 3Ps

Chapter 8: Time: The Great Equalizer of Sales24; Adopt a CEO Mindset; Protect the Golden Hours; The Fine Art of Delegation; Blocking Your Time Will Transform Your Career; Horstman's Corollary; Stick to Your Guns; Concentrate Your Power; Beware of the Ding; What Lurks in Your Inbox Can and Will Derail Your Sales Day; Leverage the Platinum Hours; Measure Your Worth; Chapter 9: The Four Objectives of Prospecting; Prospecting Is a Contact Sport; Set an Appointment; Gather Information and Qualify; Define the Strike Zone; Close the Sale; Build Familiarity

Chapter 10: Leveraging the Prospecting PyramidWalk Like an Egyptian: Managing the Prospecting Pyramid; Powerful Lists Get Powerful Results; Chapter 11: Own Your Database: Why the CRM Is Your Most Important Sales Tool; Own It Like a CEO; A Trash Can or a Gold Mine; Chapter 12: The Law of Familiarity; Prospecting Lubrication; The Five Levers of Familiarity; Chapter 13: Social Selling; Social Selling Is Not a Panacea; The Social Selling Challenge; Social Selling Is Not Selling; Choosing the Right Social Channels; Five Objectives of Social Prospecting; Personal Branding; Building Familiarity

Inbound Prospecting Through Insight and EducationLeveraging Insight and Education to Power Up Strategic Prospecting; Trigger-Event and Buying-Cycle Awareness; Research and Information Gathering; Outbound Prospecting; The Five Cs of Social Selling; Social Media Prospecting Tools; Social Prospecting + Outbound Prospecting = A Powerful Combination; Chapter 14: Message Matters; What You Say and How You Say It; Enthusiasm and Confidence; What You Say; WIIFM-The Power of Because; Bridging to the Because; The Secret to Crafting Powerful Bridges; Ask For What You Want; Assume You'll Get What You Want

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