Author name: Jeb Blount

B2B Sales Prospecting Strategies

B2B Prospecting Strategies [Video]

Fanatical Prospecting, Videos /

In this video, Anthony Iannarino, Alice Heiman, Laura Posey, and Sheryl Franklin discuss and debate business-to-business prospecting strategies. You’ll encounter different opinions about what works and doesn’t work. My belief about prospecting is that there are no absolutes. Our ultimate goal with Fanatical Prospecting is to open doors. For this reason, we should always leverage…...

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How to find the decision makers at prospects

Getting to the Right Person

Articles, Qualifying, Strategic Prospecting /

One of the top questions that sales professionals ask when prospecting for new customers is, “How do I get to the right person?” I received this question from Pam, a medical equipment sales pro from Tennessee: “I have just taken a position in sales at a medical supply company selling imaging equipment. My only option is…...

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Don't waste time with prospects that are not going to buy

Don’t Waste Time With Prospects Who are NOT Going to Buy

Articles, Qualifying, Time & Territory Management /

Far too many salespeople believe that any prospect is a good prospect. Unfortunately, this way of thinking hampers their success and steals their golden hours. Each working day, salespeople across the globe are surprised to find out that after investing blood, sweat, and tears, and of course promises to the boss, the account they have been…...

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Prospecting success is driven by the goals you set

Harness Your Desire to Make Prospecting a Priority

Articles, Fanatical Prospecting, Mindset & Mental Toughness /

Every salesperson wants the glory and the big paycheck that results from closing big deals. However, before the glory comes the hard work. In other words, to be successful in sales, you have to take action first and the most important action you will take as a sales professional is prospecting. In sales, success is…...

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How to use public speaking to generate leads

An Almost Foolproof Lead Generation Strategy

Articles, Balanced Prospecting, Inbound Marketing /

The imperative for every hard-working sales professional is keeping the pipeline full of qualified prospects. Fanatical Prospectors spend as much as 80% of their time on prospecting activities. In sales, whether you are a hunter or a relationship manager, filling the pipeline with qualified opportunities is the difference between life and death. I don’t advocate a…...

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Frustrated businessman making a phone call during a sales prospecting call, reflecting sales challenge, rejection, or difficulty in prospecting in a modern office environment.

How to Handle Rejection [Video]

Audio, Rejection & RBOs /

https://www.youtube.com/watch?v=kwgRA53SZ58Are you tired of feeling defeated by rejection in sales and finding yourself avoiding potential opportunities because the fear of hearing “no” holds you back? It’s time to shift your mindset and embrace rejection as a stepping stone to success. In this episode of the Sales Gravy Podcast, renowned sales experts Richard Fenton, and Andrea…...

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26 Cold Calling Mistakes

How to Make Cold Calls the Right Way [Video]

Audio, Cold Calling /

Cold calling is perhaps the most difficult and arduous task in sales, and sooner or later, every salesperson will need to cold call to keep the pipeline full. Far too many salespeople make cold calling mistakes that create painful resistance and rejection. In this video, my good friend Art Sobczak, author of Smart Calling, discusses…...

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That bitch just hung up in my face

She Just Hung Up In My Face! Now What?

Articles, Mindset & Mental Toughness /

I was once working with a group of field sales reps during a Fanatical Prospecting Boot Camp. During one of the call blocks (We do live call blocks in our FPBCs), I decided to take a list of prospects and join in. We were focusing on setting appointments for face-to-face initial discovery meetings. On my…...

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14 Traits of Great Salespeople

14 Things Great Salespeople Do

Downloads, Mindset & Mental Toughness /

The Difference Between Good and Great Salespeople What separates good salespeople from great sales professionals? After more than 20 years working in the sales profession, observing sales performance, author and speaker, Mark Hunter—The Sales Hunter—has discovered 14 Traits that define what great means in sales. Check out his tips here. Learn more about Mark here, and…...

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Don't allow others to steal your positive attitude

Invasion of the Mindset Suckers

Articles, Mindset & Mental Toughness /

When you allow your mental discipline to slip, you become susceptible to mindset suckers. These are the whiners who trudge in each morning, complain about the weather, whine about the traffic, bellyache about the leads, cry about the support team, and cry on and on about how “nobody’s buying,” and constantly blame “they” for the…...

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