Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling (Jeb Blount)

The lesson the Law of Replacement teaches is that you must constantly be pushing new opportunities into your pipeline so that you're replacing the opportunities that will naturally fall out. And, you must do so at a rate that matches or exceeds your closing ratio. This is where a fanatical prospecting mindset really begins to pay off.

She is consistently replacing the prospects that fall out of her pipeline and as a result, her sales have been regular, predictable, and on target. She knows exactly what she will close tomorrow, next week, and next month

Finally, when you are desperate, you become emotional and act illogically, which causes you to make poor decisions. These poor decisions exacerbate an already bad situation, leaving you stressed, miserable, and digging a deeper hole.

desperation taps into the downside of the Law of Attraction, which states that what you focus your thoughts on, you are most likely to get. When you are desperate, you no longer focus your thoughts on what is required for success. Instead, you focus on what will happen to you if you don't get what you need, thereby attracting failure.

Interrupting your prospect's day is a fundamental building block of robust sales pipelines. No matter your prospecting approach, if you don't interrupt relentlessly, your pipeline will be anemic.

The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day.

Balance simply means that to get the best return from your prospecting time investment, there should be a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling. The relative distribution of your time investment in each prospecting methodology should be based on y

there is little need to “reinvent the wheel.” If you study what successful people do, you find patterns. When you duplicate those patterns, you'll be able to duplicate their success.

The next problem with desperate need is that other people can sense your desperation. Through your actions, tone of voice, words, and body language, you send the message that you are desperate and weak. Prospects and customers naturally repel salespeople who are needy, desperate, and pathetic. Instead, they gravitate toward sales professionals who