Jeb Blount Books

The cruelest irony in sales is that success often plants the seeds of future failure. When the pipeline is full and deals are closing, most salespeople relax their prospecting efforts. It feels rational in the moment: they are busy servicing current opportunities, negotiating contracts, and handling...

From Fanatical Prospecting

Sales success is rarely a talent mystery; more often, it is a discipline equation. Blount frames this equation through the Three Ps: Persistence, Productivity, and Performance. These are not separate ideas you can mix and match. They reinforce one another, and weakness in one area drags down the oth...

From Fanatical Prospecting

What you do today in prospecting often shows up in your numbers a month from now. That delay is why many salespeople misunderstand cause and effect. Blount’s 30-Day Rule explains that the quality and quantity of prospecting you do in this period directly influences the quality and quantity of opport...

From Fanatical Prospecting

The most expensive lies in sales are often the ones people tell themselves. Blount spends significant energy dismantling the excuses and myths that keep salespeople from prospecting consistently. These include beliefs such as “cold calling is dead,” “my territory is too difficult,” “I need better le...

From Fanatical Prospecting

Prospecting works best when it is both persistent and flexible. Blount strongly rejects the idea that there is one magic channel for reaching buyers. Instead, he promotes a balanced approach that includes phone calls, voicemail, email, social media, text messages where appropriate, referrals, and in...

From Fanatical Prospecting

Many salespeople do not have a motivation problem; they have a time-management problem disguised as busyness. Blount argues that prospecting gets neglected because it is uncomfortable and easy to postpone. Administrative work, internal meetings, customer issues, and email all feel urgent, so they ex...

From Fanatical Prospecting