Summary of Jeb Blount's Fanatical Prospecting

Excerpt From Summary of Jeb Blount's Fanatical Prospecting



#1



Superstars are salespeople that deliver results year after year. They are competitive and driven to succeed, and possess the intelligence, skills, and education to be top performers. However, they consistently underperform the superstars.



#2



The secret to being a superstar salesperson is simple, but not easy. It is all about fanatical prospecting. Superstars are obsessive about keeping their pipeline full of qualified prospects. They don't make excuses, such as Oh, this isn't a good time to call because they might be eating lunch. They don't complain about not getting calls returned, or whining about bad leads. They don't live in fear of rejection or think that every call is a bad one.