The Why of Prospecting
What is an insurance policy?
Jeb Blount calls a full sales pipeline this, as it protects you from the highs and lows of sales cycles.
What is Optimism and Enthusiasm?
This mindset involves approaching each day with a positive attitude and believing you will succeed.
What is "cold calling is dead"?
Blount argues against this common myth regarding the telephone as a prospecting tool.
What is a single prospecting method (or channel)?
Chapter 4 warns against the danger of relying on just one of these for all your leads.
What is the 30-Day Rule?
This rule states that your prospecting efforts today will directly impact your results 90 days from now.
What is Relentlessness?
A trait that means you are persistent and do not let rejection stop you from moving forward.
What is interruption?
The book states that the real problem salespeople have with cold calling is the fear of this and of rejection.
What is a balanced or diversified methodology?
The book advocates for this type of prospecting methodology that uses multiple channels like phone, email, and social media.
What is the Universal Law of Need?
This "Universal Law" dictates that the more you need to make a sale, the less likely you are to close it.
What is Confidence?
An unshakeable belief in the value of your product and your ability to help clients is this mindset.
What is a human connection?
In a world of digital noise, a direct phone call can cut through and create this valuable type of connection.
What should be your Ideal Customer Profile?
A balanced approach should be tailored to your industry, product, and this specific type of customer profile.
What is desperation?
A full pipeline helps a salesperson avoid this emotion, which is described as a "repellent" to prospects.
What is Competitiveness?
Having a burning desire to win and constantly improve are key components of this mindset.
What is a necessary part of the sales process?
Blount reframes interrupting a prospect's day as this type of necessary and legitimate action in the sales process.
What is test, measure, and optimize?
The key to a successful balanced methodology is to constantly do this with your different channels to see what works best.
What is a daily and non-negotiable activity?
Fanatical prospectors treat prospecting not as a task to do when they're slow, but as this type of daily activity.
What is being Systematic and Efficient?
This mindset involves being organized and managing your time effectively to maximize prospecting activities.
What are effective prospecting tools?
Chapter 3's core argument is that, when done correctly, the cold call remains one of the most of these.
What is maintaining a full pipeline through fanatical prospecting?
This central concept from the book is the ultimate antidote to the "Universal Law of Need," ensuring a salesperson can negotiate from a position of strength rather than desperation.