Coming soon · Book Profile
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Sustained sales success comes not from silver bullets but from fanatical, disciplined, balanced prospecting that keeps the pipeline perpetually full of qualified opportunities.
A profile of this book is on the way.
What it’s about
Fanatical Prospecting is Jeb Blount's no-excuses field guide to the single activity that separates sales superstars from everyone else: relentless, consistent prospecting. Blount dismantles the seductive myth that cold calling is dead and that social selling or inbound marketing alone can fill a pipeline, arguing instead that top performers interrupt prospects across a balanced mix of channels—telephone, email, social, text, in-person, and referrals—every single day. Drawing on decades of frontline selling and training experience, he lays out concrete frameworks for five-step telephone calls, voicemail that gets returned, turning around objections, email that converts, and time-blocking the 'Golden Hours' for selling. More than tactics, the book confronts the psychological barriers—fear of rejection, procrastination, perfectionism, and analysis paralysis—that keep salespeople from doing the hard work, and it builds a case that mental toughness, disciplined activity, and a fanatical mindset are the true engines of a high income and a full pipeline.
The through-line
- Who it’s for
- A salesperson or sales leader who wants a full pipeline, consistent income, and superstar-level, sustained sales success.
- The problem
- An anemic, empty, or unpredictable sales pipeline and difficulty starting enough qualified sales conversations. Fear of rejection, anxiety about interrupting strangers, and the frustration and desperation of inconsistent results.
- The plan
- Adopt a fanatical prospecting mindset and accept that there is no easy button.
- Build a balanced prospecting methodology across telephone, email, social, text, in-person, and referrals.
- Know and track your numbers, and organize your database into a prospecting pyramid.
- Block and protect the Golden Hours, concentrate your power, and eliminate distractions.
- Craft quick, relevant, prospect-centered messages and use frameworks for calls, voicemail, email, and objection turnarounds.
- The payoff
- A pipeline consistently full of qualified prospects and predictable, on-target sales. · Higher income, more commissions, and superstar-level performance sustained year after year. · Confidence and control over your own destiny as the CEO of your territory.
See our guide
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Additional reading
- Attitudinal Variables and Behavior: Three Empirical Studies and a Theoretical Reanalysis · M. Fishbein & I. Ajzen
The book cites this work to support its research philosophy, which emphasizes observing actual behaviors over measuring attitudes, as attitudes are often poor predictors of performance.
- SPIN Selling · Neil Rackham
The book positions the Challenger model as the next major breakthrough after the 'consultative selling' era, which was largely defined by Rackham's research and the SPIN methodology. Rackham wrote the foreword, framing this book as a potential 'fourth breakthrough' in sales history.
- The Psychology of Selling · E. K. Strong
Referenced in the foreword as a foundational breakthrough in sales that introduced the idea of learnable sales techniques like questioning and objection handling. This provides historical context for the evolution of sales methodologies.
- From Impossible To Inevitable · Aaron Ross & Jason Lemkin
The sequel to Predictable Revenue, it expands on growth strategies for scaling a business, co-authored with the founder of SaaStr.
- First, Break All The Rules: What The World’s Greatest Managers Do Differently · Marcus Buckingham & Curt Coffman
Referenced for its 12 key questions to measure employee satisfaction, which is crucial for retaining the star talent needed to run a sales machine.
- The Seven Day Weekend · Ricardo Semler
Recommended as a resource for CEOs looking to move away from command-and-control management and toward more democratic, employee-empowering organizational structures.
- Barking Up A Dead Horse · Tom Batchelder
Recommended for its focus on the importance of disqualifying poor-fit sales opportunities quickly, a key principle for sales efficiency.
- CEOFlow: Turn Your Employees Into MiniCEOs · Aaron Ross
The author's other work, recommended for deeper insights into creating self-managing teams and empowering employees.
- Inbound Marketing · Brian Halligan and Dharmesh Shah
Written by the co-founders of HubSpot, this book provides a deeper dive into the demand generation philosophy that is a cornerstone of the author's sales formula.
- The Long Tail · Christopher Anderson
The book's central concept is cited as a key strategic principle for inbound marketing content, advising companies to target niche, 'long-tail' keywords rather than highly competitive head terms.