This is the second time you and I’ve talked

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And that’s what we’re going to learn about today from Jeb. Practical tips and simple sales strategies to help you prospect for new customers. So Jeb, welcome to the show.

Jeb Blount: Thank you. I’m glad to be here.

AP: So you’ve just published an exciting new book called Fanatical bulgaria telegram data Prospecting, not just prospecting, but “fanatical” prospecting. So what do you mean by “fanatical prospecting”?

JB: It’s a term that I coined many years ago and I’ve used it in training and especially in workshops. And we have a Fanatical Prospecting Bootcamp that we run for a number of companies.

It really stemmed from when I was the vice president of a region for a company I worked for. We had a lot of salespeople and we were failing miserably in sales. The only thing that we could do is go out and get more stuff in our pipe, because our pipeline was depleted and empty. And so I was trying to figure out a way to get the troops all fired up to go.

And I started talking about fanatical prospecting. And really the definition, in fact, one of my favorite definitions of fanatical prospecting is: “motivated by uncritical enthusiasm”.

And if you think about it, that’s how a lot of salespeople approach prospecting. They’re they’re critical of themselves. They project their own fears on their prospect and they’re hesitant to interrupt prospects and ask them for an appointment or for a next step.