The most successful salespeople spend 80 percent of their time on prospecting, because they understand building a pipeline of prospective clients is the key to success. Fanatical prospectors do not let rejection, procrastination, perfectionism or paralysis hold them back. Instead, they use all the tools at their disposal to reach out to potential clients. They are not afraid of cold calling, which is the most effective method of connecting with clients. Fanatical prospectors track their performance and analyze the numbers in order to see where they can improve, and they strategically prioritize their prospecting efforts based on the quality and size of their potential leads.
About the Author
Jeb Blount is a bestselling author, executive advisor, keynote speaker, and CEO of Sale Gravy, Inc. He was listed as one of Crunch Base’s Top 25 Sales Leaders to Follow in 2020 and listed as a Forbes Top 30 Social Selling Influencer. He lives in Georgia.