Members Only Resources
![Sales Negotiation Planner [Download]](https://fanaticalprospecting.com/wp-content/uploads/2020/01/Untitled-design-2-480x234.png)
Download the Sales Negotiation Planner Play to win at the sales negotiation table with Jeb Blount’s INKED Sales Negotiation...
![INKED: Three Sample Chapters [Download]](https://fanaticalprospecting.com/wp-content/uploads/2020/01/Inked-SNSM-480x240.png)
Download three free chapters of Jeb Blount’s new book – INKED: The Ultimate Guide to Powerful Closing and Sales Negotiation...
![Four Tips for More Effective Voicemail Messages [Video]](https://fanaticalprospecting.com/wp-content/uploads/2020/01/voicemail-480x320.png)
The most frequent question I get about voicemail is not about how to leave voice but Should I leave...
![Sales Excellence Begins with Emotional Control [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/12/emotions-480x480.png)
In this short video Jeb Blount discusses why emotional control is the common thread of ultra-high sales performance.
Every author of every book on negotiating is quick to point out that in business and life, everything is...
![Common Mistakes Salespeople Make [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_472230661-480x320.jpg)
On this video Jeb Blount, Anthony Iannarino, Mark Hunter, and Mike Weinberg discuss some of the common mistakes salespeople...
![The DNA of Top Sales Leaders [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_373248322-480x320.jpg)
In this video Mike Weinberg, Anthony Iannarino, Mark Hunter, and Jeb Blount discuss what it takes to be a...
![Advancing the Sale With Micro-Commitments [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_1115305343-480x318.jpg)
In this video Jeb Blount and Anthony Iannarino discuss how micro-commitments help you advance the deals in your pipeline.
![Emotions are Contagious – Spreading Emotional Intelligence [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_1023568351-480x312.jpg)
In a society where brilliance, degrees, and pedigree reign, there is a uniquely human skill set that many don’t...
In a recent training session, a sales rep asked this question: “Jeb, over the past month I’ve had several...
Last year my wife purchased a new Jeep Grand Cherokee. She did her research up front. Before she ever...
![How to Turn Your CRM Into an Emotional Intelligence Tool [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_1171281793-480x205.jpg)
Lisa Earle McLeod, the author of the bestselling book Selling With Noble Purpose explains how to transform your CRM...
![How Emotional Intelligence Fuels Ultra-High Performance [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_536042689-480x320.jpg)
![Activating Your Buyer’s Brain With Stories [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_258163544-480x270.png)
In this video Jeb discusses the power of stories and how stories engage stakeholders with author Paul Smith.
![Sales Specific Emotional Intelligence [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_1186220500-480x270.png)
Jeb Blount discusses Sales Specific Emotional Intelligence with Help Me Close.
Recently I spent a day with a group of experienced Yacht Brokers. Rather than a typical seminar where I...
![Cognitive Bias Chart [Image]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_620807090-480x307.jpg)
You must avoid getting drawn in by red herring objections at all costs. A red herring is something your...
![The Four Titans Talk Sales Objections [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_228033208-480x320.jpg)
On this video Jeb Blount, Mark Hunter, Anthony Iannarino, and Mike Weinberg discuss sales objections.
![Because Statements [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_1023874450-1-480x360.jpg)
This is a full length of replay of Jeb Blount delivering a workshop on how to build effective because...
Your stakeholders’ emotional experience while working with you during the buying journey is the most consistent predictor of outcome...
![Dude Wipes and Selling With Stories [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/11/shutterstock_682685638-480x320.jpg)
Jeb Blount and Lee Salz discuss differentiating with stories.
Sales professionals have been taught to sell value, not price, ad nauseam. I have no doubt that the phrases...
![Accelerating Sales With Better Data [Video]](https://fanaticalprospecting.com/wp-content/uploads/2019/01/Copy-of-Patrick-Tinney-480x270.png)
In this webinar, which pulls from the pages of my hit new book Objections, I discuss the 4 Types...
![Fanatical Prospecting and Sales EQ for Real Estate Agents [Video]](https://fanaticalprospecting.com/wp-content/uploads/2017/09/Untitled-design-6-480x400.jpg)
Jeb Blount, featured in Level Up: From Agent to Entrepreneur podcast, discusses why everything that’s holding you back in...
![Getting Past the Fear of Rejection [Video]](https://fanaticalprospecting.com/wp-content/uploads/2017/09/Untitled-design-4-480x480.jpg)
In this video, Jeb Blount and the legendary Tom Hopkins discuss rejection and strategies that sales professionals can use...
by Jeb Blount, Author of Sales EQ A few months ago, I was riding with Ken, one of my...
![When Buyers Say No! [Video]](https://fanaticalprospecting.com/wp-content/uploads/2017/08/Copy-of-Tom-Hopkins-The-Game-of-No-480x288.jpg)
On this video Jeb Blount and the legendary Tom Hopkins discuss strategies for when buyers say no.
![Scheduling a Voice Mail Block [Video]](https://fanaticalprospecting.com/wp-content/uploads/2017/03/shutterstock_446220343-e1490483438244-480x320.jpg)
![Why You Suck at Prospecting and What to Do With It [VIDEO]](https://fanaticalprospecting.com/wp-content/uploads/2017/03/151597-154855-e1490480627814-480x266.gif)
Jeb Blount’s interview with the guys at Real Sales Talk about Fanatical Prospecting.
![Increasing Pipeline Velocity with Next Steps [Video]](https://fanaticalprospecting.com/wp-content/uploads/2017/02/Untitled-design-7-e1487776012772-480x270.jpg)
![Virtual Sales Kickoff 2017 [Video]](https://fanaticalprospecting.com/wp-content/uploads/2017/02/VSKO-FB-AD-2-e1487774045204-480x401.jpg)
More than 7000 people signed up to attend Virtual Sales Kickoff 2017. We estimate that somewhere north of 25,000...
![4 Techniques for Crushing it With Cold Email [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/08/15Min-Email-e1472511394756-480x270.jpg)
In this video, Kendra Lee – author of The Sales Magnet (http://www.klagroup.com) and I discuss techniques for sending cold...
In sales, losing is a fact of life. Over the span of your career you’ll likely lose more deals...
![The More You Prospect, The Luckier You Get [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/07/The-More-You-Prospect-e1469547060856-480x270.jpg)
When you prospect consistently—and that means every day—amazing things happen. The cumulative impact of daily prospecting is massive. You...
![You Can’t Wait for Prospects to Call You Because They Won’t [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/06/tiger-snarling-close-up-head-67860-1-e1465250047629-480x320.jpeg)
You can’t sit around waiting for prospects to call you because they won’t and they don’t have to. Your...
![3 Tips for Filling Your Pipeline by Leveraging Social Media [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/05/pexels-photo-58639-1-e1463839036594-480x320.jpeg)
In this short webinar I discuss social prospecting techniques and strategies with sales phenom Laura Madison. Ad Age, Automotive...
![Time Blocking is Transformational for Salespeople [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/05/apple-desk-working-technology-e1463255129765-480x318.jpeg)
The difference between top performers and all of the other salespeople who are picking crumbs up off of the...
![You Are Only As Good As Your Next Deal [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/05/shutterstock_325665176-e1463253475698-480x320.jpg)
In this video I share one of the greatest lessons I ever learned in sales: You can’t use yesterday’s...
(Guest Post) By Mike Brooks, www.MrInsideSales.com Many sales reps get thrown off their pitch when a prospect objects to something...
![Open The Right Doors With Balanced Prospecting [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/03/earth-summer-garden-table-e1459102399751-480x288.jpg)
Trainers and sales experts are quick to tell you that they have the one true way to prospecting salvation....
![How to Overcome the Fear of Rejection [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/03/shutterstock_152966996-e1458702046711-480x505.jpg)
Recently Anthony Iannarino (The Sales Blog) and I sat down for an impromptu webinar to discuss the fear of...
![Qualifying – How to Avoid Spending Time With the Wrong Prospect [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/03/man-person-street-shoes-e1457897996729-480x320.jpg)
In Part 4 of my four part interview with Jen Gluckow of Sales in a New York Minute I...
![Cold Calling – Peeling the Mystery Away [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/03/marketing-man-person-communication-e1457897376545-480x320.jpg)
In Part 3 of my four part interview with Jen Gluckow we sit down in the Sales Cafe and...
![Power Hours & Pipeline Velocity [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/03/black-and-white-hand-vintage-numbers-e1457894717386-480x321.jpg)
In Part 2 of my four part interview with Jennifer Gluckow from Sales in a New York Minute, I...
![The Origin of Sales Gravy [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/03/jennfer-gluckow-480x480.jpg)
In Part 1 of my four part interview with Jennifer Gluckow in the Sales in a New York Minute...
The biggest challenge sales people face when prospecting is getting prospects to engage long enough to convert that connection...
![Building a Winning Sales Culture [Download]](https://fanaticalprospecting.com/wp-content/uploads/2016/02/ebook-icon-500-e1454794606424-480x859.png){kind=icon}
An average, poor or negative culture in your business will absolutely cost you lost revenues, profitability, and clients. Sadly,...
![Don’t Say No For Your Prospect [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/02/Linkedin-10.14.16-480x480.png)
[This guest post and video are from my good friend and sales badass – Jim Keenan – see bio...
I spent the past week working with one of my clients’ inside sales teams. My objective was to map...
In one of my favorite scenes from the inspirational movie The Pursuit of Happyness when aspiring stockbroker Chris Gardner, played...
![Virtual Sales Kickoff 2016 [Video]](https://fanaticalprospecting.com/wp-content/uploads/2016/01/BigSixonStage-1-e1454264114540-480x319.jpg)
The sales landscape is changing faster than ever and many experts believe that it’s harder to be successful in...
by Bill Zipp (Guest Post) It was Friday afternoon at 4:00 PM. I was ready to call it a...
![B2B Prospecting Strategies [Video]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/shutterstock_163791083-e1447819854618-480x336.jpg)
In this video Anthony Iannarino, Alice Heiman, Laura Posey, and Sheryl Franklin discuss and debate business to business prospecting...
One of the top questions that Sales Professionals ask when prospecting for new customers is, “How do I get...
Far too many salespeople believe that any prospect is a good prospect. Unfortunately this way of thinking hampers their success...
![Little eBook of Listening [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/Gitomer-e1447609447385-480x595.png)
Have you ever had a course in listening skills? How to listen lessons were never offered as part of any...
![5 Bold Moves That Scared the Daylights Out of Us [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/Special-Edition-The-FIVE-BOLD-MOVES_Cover-Picture-e1447607660924-480x720.png)
BOLD moves are a funny thing. They make us feel ALIVE. They terrify the daylights out of us. They...
![Strategic Prospecting Frameworks [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/SPC_Frameworks-e1447444407162-480x480.jpg)
If you’ve looked at a prospect in your database that has the potential to make your year and thought...
![Do Not Disturb – Prospecting Block Signs [Tool]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/shutterstock_55652254-e1446953593302-480x702.jpg)
Every salesperson wants the glory and the big pay check that results from closing big deals. However, before the...
![63 Powerful Tips for Sales Success [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/Dave-Kurlan-Tips-480x564.jpg)
Achieving sales and sales management success has become exponentially more challenging. Author and sales expert Dave Kurlan uses life and the...
![Jeb Blount & Conrad Bayer Discuss Pipeline Management [Video]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/shutterstock_238877713-e1446943381238-480x318.jpg)
This past week I sat down with Conrad Bayer, CEO and Founder, of Tellwise – one of my favorite...
![The Successful Introvert Entrepreneur [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/shutterstock_177383348-e1446940756228-480x480.jpg)
Introverts don’t make good entrepreneurs or salespeople. It’s high time this bias is debunked! The old-school approach of valuing...
by Jeb Blount The imperative for every hard working Sales Professional is keeping the pipeline full of qualified prospects....
![LinkedIn Sales Action Checklist [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/11/LinkedIn-Sales-Action-Check-List-LOGO-e1446421110822-480x368.jpg){kind=logo}
For sales professionals LinkedIn is the primary social channel for prospecting. Therefore it is critical that you have your...
![The Worst Kind of Rejection [Audio]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/shutterstock_79164370-e1446333187516-480x326.jpg)
No rejection is good rejection but there is a worst kind of rejection. It’s the door slammed in your...
![One Piece of Advice for Success in Sales [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/One-Piece-of-Advice_Cover-e1446329336562-480x621.jpg)
What does it really take to be successful in sales? Salespeople are always seeking advice on what they should...
![Maximize Your Sales Revenue [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/Maximizing-Your-Sales-Revenue_Cover-e1446317957215-480x622.jpg)
Maximizing revenue” is a particularly ambiguous phrase. To a salesperson earning commissions on top line revenue, it simply means maximizing gross sales –at...
![Blount & Iannarino Discuss Fear and Sales [Audio]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/shutterstock_94326187-e1445828319840-480x338.jpg)
For many salespeople fear is always present. Fear of rejection, fear of failure, fear of losing the deal, and even...
![26 Cold Calling Mistakes [Audio]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/shutterstock_85450672-e1445647877765-480x319.jpg)
Cold calling is perhaps the most difficult and arduous task in sales and sooner or later virtually every salesperson...
Earlier this week I was working with a group of field sales reps during a Fanatical Prospecting Boot Camp....
Six of the world’s top experts (Anthony Iannarino, Mark Hunter, Miles Austin, Mike Weinberg, John Spence, Jeb Blount) got...
![Telephone Prospecting Activity Tracking Sheet [Tool]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/FP_Call_Sheet-480x461.png)
Time blocking and activity tracking are transformative for salespeople – keys to becoming more efficient and effective with prospecting....
![Design Better Opening Statements [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/download-480x723.jpg)
Great opening statements can give you the edge when prospecting and selling over the phone. In this worksheet...
![14 Things Great Salespeople Do [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/FP_14_Things_Great_Salespeople_Do-e1445097834152-480x320.png)
The Difference Between Good and Great Salespeople What separates good salespeople from great sales professionals? After more than 20...
![How to Crush it With Cold Calling [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/CC_COVER2-e1445094232230-480x700.png)
Crush it With Cold Calling There are few salespeople that don’t struggle with old calling. In this guide...
![Power Principles eBook [Download]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/NEWPowerPrinciplesCover-480x623.png)
Free eBook Download: In Power Principles Bestselling Author Jeb Blount gives you the five core principles that...
When you allow your mental discipline to slip you become susceptible to mindset suckers. The whiners that trudge in...
![Mental Toughness Allows You to Push Through Adversity [Short Burst]](https://fanaticalprospecting.com/wp-content/uploads/2015/10/Never-Quit-e1444567286294-480x480.jpg)
Salespeople with mental toughness shrug off rejection. When they get knocked down they get up faster and still have...
We’ve all had it happen. Some schmuck shares content in our stream, comments on a post, or litters our...
Most sales teams, no matter how well they are performing, are being held back, in some measure, by prospecting...
My friend Brian is a Director of Sales for a multi-billion dollar company that has a penchant for turning...
Every salesperson wants the glory and the big pay check that results from closing big deals. However, before the...
Maybe you’ve crossed the finish line first, raised your hands in the air, pumped your fists, and celebrated. Maybe...
by Jeb Blount Along with the increased awareness of the power of the social channel, there has been a...
“It’s an epidemic!” That was Kitedesk CEO Sean Burke’s response to my conjecture that the biggest issue impacting sales...