Soar to Success June 2019

SOAR TO SUCCESS / Book Recommendation Fanatical Prospecting By Jeb Blount Fanatical Prospecting gives salespeople and entrepreneurs a practical, eye- opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting. Most of us can relate to his conclusion that the number one reason for failure in sales is an empty pipeline, and the root cause of an empty pipeline is the failure to consistently prospect. It’s the reason many entrepreneurs never create a sustainable business. When you read this book, you’ll learn about an innovative approach to prospecting that works for entrepreneurs. We can choose the most effective methodology and channels mentioned in the book to create our own prospecting process. My favorite parts of the book were 1) understanding how the Law of Replacement is the key to avoiding sales slumps, 2) the 5C’s of Social Selling that can be used to get prospects to call you and 3) how to leverage the powerful 4-Step Email Prospecting Framework to create emails that compel prospects to respond. These are just a few of the concepts you will learn or be reminded about in Fanatical Prospecting. Use these strategies to fill your pipeline with high quality opportunities. Read this book to break free from the fear and frustration that is holding you back from effective and consistent prospecting. It’s time to get off the feast or famine sales roller coaster for good! By Pat Altvater About the Author JEB BLOUNT is CEO at Sales Gravy, Inc., and one of the most sought-after and transformative speakers in the world today. He is a sales acceleration specialist who helps sales organizations and entrepreneurs reach peak performance— fast —through enhanced emotional intelligence and interpersonal skills in sales, leadership, customer experience, channel management, and strategic account management. Jeb has been recognized as one of the Top 50Most Influential Leaders in Sales andMarketing by Top Sales Magazine and one of the World’s Top 30 Social Selling Influencers by Forbes. He is the bestselling author of numerous books, including Fanatical Prospecting, Sales EQ, Fanatical Military Recruiting, People Follow You, and People Buy You.