As a salesperson, you’ve been taught to persuade, pitch products, read and mimic body language, and engage in a long list of other sales tactics to build a business.But those tactics no longer work—especially if you’re working with intangible offerings like insurance and financial strategies.These old-fashioned sales techniques may temporarily move a client toward making a purchase, but they don’t promote long-lasting relationships. To do that, you must become a trusted adv...

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.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 s...