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Fanatical Prospecting
- The Ultimate Guide for Starting Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, E-Mail, and Cold Calling
- Narrated by: Jeb Blount, Jeremy Arthur
- Length: 8 hrs and 21 mins
- Categories: Business & Careers, Marketing & Sales
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Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
- Unabridged
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Overall
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The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
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Not as good as other books
- By James Fell on 14-09-18
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Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- By: Jeb Blount, Mark Hunter - foreword by
- Narrated by: Jeb Blount
- Length: 5 hrs and 53 mins
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Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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Must have book for every salesman!
- By Marianna on 26-02-21
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Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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If you only ever read one sales book, read this one!
- By misha jessel kenyon on 19-05-19
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
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Overall
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Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results.
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Boring
- By Anonymous User on 07-10-20
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The Challenger Sale
- Taking Control of the Customer Conversation
- By: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
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The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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great book but could've been shorter
- By Anubhav Sharma on 03-08-20
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Virtual Selling
- A Quick-Start Guide to Leveraging Video Based Technology to Engage Remote Buyers and Close Deals Fast
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 4 mins
- Unabridged
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Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.
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"Video Saves You Time" - that's it
- By DJ on 19-11-20
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Sales EQ
- How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 2 mins
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Overall
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Performance
-
Story
The sales profession is in the midst of a perfect storm. Buyers have more power - more information, more at stake, and more control over the sales process - than any time in history. Technology is bringing disruptive change at an ever-increasing pace, creating fear and uncertainty that leaves buyers clinging to the status quo.
-
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Not as good as other books
- By James Fell on 14-09-18
-
Objections
- The Ultimate Guide for Mastering the Art and Science of Getting past No
- By: Jeb Blount, Mark Hunter - foreword by
- Narrated by: Jeb Blount
- Length: 5 hrs and 53 mins
- Unabridged
-
Overall
-
Performance
-
Story
Every salesperson must endure many NOs in order to get to YES. Objections don't care or consider: who you are, what you sell, how you sell, or if you are new to sales or a veteran. For as long as salespeople have been asking buyers to make commitments, buyers have been throwing out objections. And, for as long as buyers have been saying no, salespeople have yearned for the secrets to getting past those NOs. Objections is a comprehensive and contemporary guide that engages your heart and mind.
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Must have book for every salesman!
- By Marianna on 26-02-21
-
Gap Selling: Getting the Customer to Yes
- How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price
- By: Keenan
- Narrated by: Keenan
- Length: 5 hrs and 47 mins
- Unabridged
-
Overall
-
Performance
-
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People don't buy from people they like. No! Your buyer doesn't care about you or your product or service. It's not your job to overcome objections, it's your buyer's. Closing isn't a skill of good salespeople; it's the skill of weak salespeople. Price isn't the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades. For years, salespeople have embraced a myriad of sales tactics and belief systems that have unknowingly created many of the issues they have been trying to avoid.
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If you only ever read one sales book, read this one!
- By misha jessel kenyon on 19-05-19
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New Sales. Simplified.
- The Essential Handbook for Prospecting and New Business Development
- By: Mike Weinberg
- Narrated by: Mike Weinberg
- Length: 8 hrs and 1 min
- Unabridged
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Overall
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Packed with examples and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives and provides tips to help you achieve the opposite results.
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Boring
- By Anonymous User on 07-10-20
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The Challenger Sale
- Taking Control of the Customer Conversation
- By: Matthew Dixon, Brent Adamson
- Narrated by: Matthew Dixon, Brent Adamson
- Length: 5 hrs and 43 mins
- Unabridged
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Overall
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Performance
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The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades.
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great book but could've been shorter
- By Anubhav Sharma on 03-08-20
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Virtual Selling
- A Quick-Start Guide to Leveraging Video Based Technology to Engage Remote Buyers and Close Deals Fast
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 9 hrs and 4 mins
- Unabridged
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Overall
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Performance
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Story
Virtual Selling is the definitive guide to leveraging video-based technology and virtual communication channels to engage prospects, advance pipeline opportunities, and seal the deal. You'll learn a complete system for blending video, phone, text, live chat, social media, and direct messaging into your sales process to increase productivity and reduce sales cycles.
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"Video Saves You Time" - that's it
- By DJ on 19-11-20
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HBR's 10 Must Reads on Managing Yourself
- By: Harvard Business Review, Peter Ferdinand Drucker, Clayton M. Christensen, and others
- Narrated by: Chris Kayser
- Length: 7 hrs and 26 mins
- Unabridged
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The path to your professional success starts with a critical look in the mirror. If you listen to nothing else on managing yourself, you should at least hear these 10 articles (plus the bonus article "How Will You Measure Your Life?" by Clayton M. Christensen). We've combed through hundreds of Harvard Business Review articles to select the most important ones to help you maximize yourself.
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Good content but dull narration/hard going
- By Spiky Potplant on 08-12-19
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Sales Management. Simplified
- The Straight Truth About Getting Exceptional Results from Your Sales Team
- By: Mike Weinberg
- Narrated by: L. J. Ganser
- Length: 6 hrs and 57 mins
- Unabridged
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Why do sales organizations fall short? Every day expert consultants like Mike Weinberg are called on by companies large and small to find the answer - and it's one that may surprise you. Typically the issue lies not with the sales team - but with how it is being led. Through their attitude and actions, senior executives and sales managers unknowingly undermine performance. In Sales Management. Simplified. Weinberg tells it straight, calling out the problems plaguing sales forces and the costly mistakes made by even the best-intentioned sales managers.
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very meh
- By Gareth Travell on 19-03-20
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Sell with a Story
- How to Capture Attention, Build Trust, and Close the Sale
- By: Paul Smith
- Narrated by: Paul Smith
- Length: 7 hrs and 59 mins
- Unabridged
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Despite all the high-tech tools available to salespeople, the most personal method still works best. Storytelling packs the emotional punch to turn routine presentations into productive relationships. It explains products or services in ways that resonate; it connects people and creates momentum. Stories speak to the part of the brain where decisions are made. Paul Smith, author of the acclaimed Lead with a Story, shifts his best-selling formula to the sales arena.
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Great book
- By Tim Ward on 04-02-20
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Yes! 50 Secrets from the Science of Persuasion
- By: Dr. Noah Goldstein, Steve Martin, Dr. Robert B. Cialdini
- Narrated by: Clive Mantle
- Length: 6 hrs and 34 mins
- Unabridged
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Every day, we face the challenge of persuading others to do what we want. But what makes people say 'yes' to our requests? Based on more than 60 years of research into the psychology of persuasion, this audiobook reveals many remarkable insights that will help listeners to be more persuasive, both at work and at home.
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WORTH THE TIME & MONEY!
- By Chelle :o)) on 08-06-10
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Oversubscribed
- How to Get People Lining Up to Do Business with You
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- Narrated by: Roger Davis, Daniel Priestley
- Length: 5 hrs and 12 mins
- Unabridged
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Performance
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Don't fight for customers; let them fight over you! Have you ever queued for a restaurant? Preordered something months in advance? Fought for tickets that sell out in a day? Had a hairdresser with a six-month waiting list? There are people who don't chase clients; clients chase them. In a world of endless choices, why does this happen? Why do people queue up? Why do they pay more? Why will they book months in advance? Why are these people and products in such high demand?
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This book is not for 1 or 2 "person" start ups
- By Paul on 26-03-16
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High-Profit Prospecting
- Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results
- By: Mark Hunter CSP
- Narrated by: Sean Pratt
- Length: 6 hrs and 10 mins
- Unabridged
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Story
As a salesperson, your pipeline is the key to your success. No matter what changes, that remains the same. Top producers prospect - and they do it all the time. "But how?" you ask, "In the age of the Internet, isn't cold-calling dead?" Now, in his new audiobook, sales expert Mark Hunter shatters costly prospecting myths and eliminates confusion about what works today.
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The weakest of four- a why book not how to
- By dave on 24-01-18
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Inked
- The Ultimate Guide to Powerful Closing and Negotiation Tactics That Unlock YES and Seal the Deal
- By: Jeb Blount
- Narrated by: Jeb Blount
- Length: 7 hrs and 37 mins
- Unabridged
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Each year, sales professionals leave billions of dollars on the table because they are out gunned, out maneuvered, and out played by savvy buyers, who have been schooled in the art and science of negotiation. Because today's buyers have more power than ever before - more information, more at stake, and more control over the buying process-they almost always enter sales negotiations in a much stronger position than the salespeople on the other side of the table. The results are sadly predictable: Salespeople and their companies end up on the losing end of the deal.
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Close That Sale!
- The 24 Best Sales Closing Techniques Ever Discovered
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 1 hr and 14 mins
- Unabridged
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Close That Sale! The 24 Best Sales Closing Techniques Ever Discovered is perhaps the most valuable small book in the world of selling and business today. In 25 fast-moving chapters, based on thousands of sales conversations, and the experience of more than 1,000,000 salespeople worldwide, you learn how to make more sales, faster than you ever thought possible.
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Short, punchy and to the point!
- By Ms. L. Budd on 04-01-18
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HBR's 10 Must Reads on Leadership
- By: Harvard Business Review, Peter Ferdinand Drucker, Daniel Goleman, and others
- Narrated by: Dan Triandiflou
- Length: 6 hrs and 18 mins
- Unabridged
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If you listen to nothing else on leadership, you should at least hear these 10 articles (featuring "What Makes an Effective Executive", by Peter F. Drucker). We've combed through hundreds of Harvard Business Review articles on leadership and selected the most important ones to help you maximize your own and your organization's performance.
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Didn't learn much
- By Douglas on 20-11-19
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Property Magic
- By: Simon Zutshi
- Narrated by: Simon Zutshi
- Length: 5 hrs and 54 mins
- Unabridged
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In the 10th anniversary edition of this number one best-selling property book, experienced property investor Simon Zutshi will share with you some of the secrets behind his Property Mastermind Programme so that you can learn how to build a property portfolio and replace your income using other people's time, money and experience. The book is designed to open your mind and stimulate your thinking to make you aware of some of the current possibilities available to you in the world of property investing.
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A must buy for anyone interested in property
- By katie on 14-08-18
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Traction
- Get a Grip on Your Business
- By: Gino Wickman
- Narrated by: Kevin Pierce
- Length: 6 hrs and 56 mins
- Unabridged
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Do you have a grip on your business, or does your business have a grip on you? All entrepreneurs and business leaders face similar frustrations: personnel conflict, profit woes, and inadequate growth. Decisions never seem to get made, or once made, fail to be properly implemented. But there is a solution. It’s not complicated or theoretical.
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Pretty good
- By Kyle on 20-01-17
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The Psychology of Selling
- Increase Your Sales Faster and Easier Than You Ever Thought Possible
- By: Brian Tracy
- Narrated by: Brian Tracy
- Length: 6 hrs and 18 mins
- Unabridged
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Brian Tracy, one of the top professional speakers and sales trainers in the world today, found that his most important breakthrough in selling was the discovery that it is the "Psychology of Selling" that is more important than the techniques and methods of selling.
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A good book for newbies
- By Gary Strickland-Clark on 02-12-18
Summary
Ditch the failed sales tactics, fill your pipeline, and crush your number.
Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development: prospecting.
The brutal fact is that the number one reason for failure in sales is an empty pipe, and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.
Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people in the real world with real prospects.
Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.
This book reveals the secrets, techniques, and tips of top earners. You'll learn:
- Why the 30-Day Rule is critical for keeping the pipeline full
- Why understanding the Law of Replacement is the key to avoiding sales slumps
- How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection
- The 5 C's of Social Selling and how to use them to get prospects to call you
- How to use the simple 5-Step Telephone Framework to get more appointments fast
- How to double callbacks with a powerful voice mail technique
- How to leverage the powerful 4-Step Email Prospecting Framework to create emails that compel prospects to respond
- How to get text working for you with the 7-Step Text Message Prospecting Framework
- And so much more!
Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.
In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You'll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.
Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller coaster for good!
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What listeners say about Fanatical Prospecting
Reviews - Please select the tabs below to change the source of reviews.
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- Colin Bamford
- 20-04-17
50 year old (who owns a polyester suit)
Great listen if you are serious about increasing sales/income/. It's all too easy to convince yourself that you are doing all you can. Jeb's narrative is direct, current and relevant. Approach the book with an open mind and be prepared to learn. Highly recommend.
9 people found this helpful
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- Mr. D. Cartwright
- 16-11-16
I am not a salesman
Great content and business insight which is helpful in any business - I am in a service industry - after sales! Really useful and I would recommend to anyone in business
9 people found this helpful
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- discovercrm
- 26-01-17
Quality... Nothing short of excellence
This is an excellent purchase, it identified my sales short comings and re-educated me to a positive and more focussed end. I have marked in my calendar to re visit this audio book every 3 months to keep me and my team on track.... Great job JEB
6 people found this helpful
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- MS
- 31-12-16
"There's book on everything you want to learn" Jeb Blount
And if you want to learn about prospecting that's your book. Easy to follow step by step plan for every business. 1 year free subscription to Jeb's members only forum is worth 100x the price of this book.
2 people found this helpful
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- zoe
- 19-01-20
beware: really irritating voice
I don't normally write reviews but struggled to finish (actually didn't) this as the voice reading the book is just so annoying. The content of the book was good in places. I just wanted to warn listeners if you find nasal voices irritating this might not be for you either
1 person found this helpful
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- Anonymous User
- 12-05-19
Refreshing
I have worked in outsides sales for many years now and have never really had the training on how to use the the phone properly and have often used the excuse " i,m better face to face", however this book has given me the confidence and structure to hit the phone in a big way to book appointments and help implement a better schedule for my outside and social media sales process
2 people found this helpful
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- Anonymous User
- 03-03-21
one of the best prospecting book I have ever read.
this is a must book for anyone in sales excellent, I have listened to 3 times now. have bought the rest of Jebs books now.
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- Jameel Paul
- 26-02-21
Just what I needed!
This book is a punch in the mouth!
It’s forced me to be more competitive and aggresive with my prospecting.
Can’t wait to dial Monday morning.
Just ordered the hardback version so I can read this ten times at least
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- Murtaza
- 02-02-21
Brilliant back to basics on sales success
Refreshing to hear that the core sales has not changed that much over the years. Good old telesales when done correctly still holds after so many years.
Loved the practical aspects which can be readily applied today.
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- Anonymous User
- 11-01-21
Perfection personified
This book is a must for any sales person of business developer.
I have listened twice taking notes and spoken to my sales colleagues
, we have put this into practice and it works.
I am very structured but this book has enabled me to be more creative and my time management has evolved.
Thanks for the info Jeb.
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- Michael
- 17-08-16
Fanatically impressed!
Great book! Just what I needed. A real kick in the butt and realization there are no shortcuts. Highly recommend to anyone looking to keep their pipelines filled and take their business/career to the next level!
21 people found this helpful
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- Darius
- 20-08-16
This book is pure sales GOLD!
I would recommend this book for anyone in a B2B sales role. Early in my sales career I had pretty good success with in person cold calls. I too came up with the self perpetuated notion that I was much better in person and got no where using the phone. In reality it was my call to rejection ratio that I was basing that theory off of. Like Jeb says, "If you just eat the frog and make the calls!" You will much more effective in your prospecting and fill your pipeline way faster. Not only that, he also ways in on other forms of prospecting that many may not have even considered doing. Great read!!!
27 people found this helpful
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- Jennifer Walsh
- 30-11-16
Great advice for small dollar sales
He does not claim to have a magic pill or easy solution which is my favorite part of the book.
Like most sales book he does take the first third of the book to convince you to read the last 2/3rds. I wish they would save the sales pitch on something I already own.
Overall this is a good book and should be reviewed periodically to ensure that you are not relaxing your prospecting efforts.
12 people found this helpful
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- Amazon Customer
- 16-05-19
Repeated Sales knowledge
Nothing sticks out in the book. Just repackaged general sales advice. For the title being fanatical it’s very blah.
4 people found this helpful
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- Bill King
- 04-07-16
A must read for any sales professional
I have read dozens of sales books over the last 20 years I've been involved in business to business sales and this one is a must read. Jeb is direct, brutal and honest with his great tips on prospecting and time management. Commercial over 😉 but if you sell anything read this, you will thank me.
39 people found this helpful
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- Timothy
- 25-09-18
Fake Book
These stories sounds poorly made up to try and prove a point. I went all the way through chapter 15 before I couldn't listen anymore. Everyone knows you have to talk to people to close a deal, whether on the phone or in person. How many different ways can this guy poorly try to rephrase that. What a waste of $20.
3 people found this helpful
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- Gabriel Pasqualini
- 10-08-16
My Dog loves this book!!
Never in the past I took him out for such a long rides in order to continue enjoying such a great book. I devored it.
Terrific material Jeb. Congratulations!
11 people found this helpful
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- bobcatbrent
- 27-07-16
The Bible for Today's Salesperson
What I would have given to have this book 20 years ago when I started my sales career. Within Fanatical Prospecting, Jeb Blount uses his ability and talent to keep your interest by sharing a careers worth of knowledge and experience. Each chapter delivers an extraordinary amount of valuable information for any sales rep in any field. Best sales book ever.
15 people found this helpful
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- manuel morales
- 22-07-16
Great
I have learn a lot from this book. Its one of a kind. Great for sales people
11 people found this helpful
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- Amazon Customer
- 05-08-16
Great Resource
I quickly adapted, increased my prospecting strategy, and made a sale while listening to this book
14 people found this helpful