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Fanatical Prospecting — Back-Matter: Notes, acknowledgments, about the author, index, and back cover

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Notes Chapter 7

1. Carolyn Gregoire, “Fourteen Signs Your Perfectionism Has Gotten Out of Control,” Huffington Post, www.huffingtonpost.com/2013/ 11/06/why-perfectionism-is-ruin_n_4212069.html. Chapter 8
2. Ryan Fuller, “3 Behaviors that Drive Successful Salespeople,” Harvard Business Review, http://www.hbr.org/2014/08/3-behaviors-that- drive-successful-sales-people.
3. Anthony Iannarino, “Prospecting Rule One: Don’t Check Email in the Morning,” The Sales Blog, http://thesalesblog.com/blog/2011/ 06/24/prospecting-rule-one. Chapter 13
4. “New Research Study Breaks Down ‘The Perfect Profile Photo,’” https://www.photofeeler.com/blog/perfect-photo.php. Chapter 14
5. www.merriam-webster.com/dictionary/confidence.
6. www.merriam-webster.com/dictionary/enthusiasm. 271

1. http://jamesclear.com/body-language-how-to-be-confident.
2. http://lifehacker.com/the-science-behind-posture-and-how-it- affects-your-brai-1463291618.
3. https://youtu.be/Ks-_Mh1QhMc.
4. www.jillkonrath.com/sales-blog/value-proposition-components.
5. Jill Konrath, Irresistible Value Propositions (e-book), 2012.
6. Ellen J. Langer, Arthur Blank, and Benzion Chanowitz, “The Mindlessness of Ostensibly Thoughtful Action: The Role of ‘Pla- cebic’ Information in Interpersonal Interaction,” Journal of Personality and Social Psychology 36, no. 6 (June 1978): 635–642.
7. Jeffrey Gitomer, http://www.gitomer.com/articles/View.html? id=15068 Chapter 15
8. Insight Squared, “Best Time to Make Cold Calls,” www .insightsquared.com/wp-content/uploads/2015/02/Cold-Call- Timing-v8.pdf.
9. Brian Tracy, Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time, 2nd ed. (San Francisco, CA: Berrett- Koehler, 2007), 2. Chapter 16
10. Godin, Seth. “Why Lie,” http://sethgodin.typepad.com/seths_ blog/2012/03/why-lie.html.
11. http://dictionary.reference.com/browse/overcome. Chapter 18
12. Robertson, Kelly. “How to Lose a Prospect’s Attention in 5 Seconds or Less” http://fearless-selling.ca/how-to-lose-a-prospects-attention- in-5-seconds-or-less/. 272 Notes

Chapter 19

1. KevinGao,“AListofCommonSpamWords,”http://emailmarketing. comm100.com/email-marketing-ebook/spam-words.aspx.
2. Michael C. Mankins, Chris Brahm, and Gregory Caimi, “Your Scarcest Resource,” Harvard Business Review, May 2014, https://hbr .org/2014/05/your-scarcest-resource. Chapter 20
3. Lead360, www.marketingprofs.com/charts/2013/10210/texting- prospects-at-the-right-time-boosts-conversion. Chapter 21
4. “Mental Toughness Profiles and Their Relations with Achievement Goals and Sport Motivation in Adolescent Australian Footballers,” www.ncbi.nlm.nih.gov/pubmed/20391082.
5. A. L. Duckworth, C. Peterson, M. D. Matthews, & D. R. Kelly, “Grit: Perseverance and Passion for Long-Term Goals,” Journal of Personality and Social Psychology 92, no. 6 (2007): 1087–1101.
6. James E. Loehr, “Mental Toughness Training for Sports: Achieving Athletic Excellence,” Plume, September 1, 1991.
7. Chris Croner PhD and Richard Abraham, Never Hire a Bad Sales- person Again (The Richard Abraham Company, LLC; 1st edition,

1. H. A. Murray, Explorations in Personality (New York: Oxford University Press, 1938).
2. Aviroop Biswas, Paul I. Oh, Guy E. Faulkner, Ravi R. Bajaj, Michael A. Silver, Marc S. Mitchell, and David A. Alter, “Sedentary Time and Its Association with Risk for Disease Incidence, Mortality, and Hospitalization in Adults: A Systematic Review and Meta- analysis,” http://annals.org/article.aspx?articleid=2091327. Notes 273

1. Bonnie Berkowitz and Patterson Clark, “The Health Hazards of Sitting,” Washington Post, January 20, 2014, www .washingtonpost.com/wp-srv/special/health/sitting/Sitting.pdf.
2. “Physical Activity Guidelines,” U.S. Health and Human Services, www.health.gov/paguidelines/.
3. Louise Chang, Review of How Much Exercise Do You Really Need? by Colette Bouchez, June 24, 2010, www.webmd .com/fitness-exercise/getting-enough-exercise.
4. Harvard Medical School, “Consequences of Insufficient Sleep,” http://healthysleep.med.harvard.edu/healthy/matters/ consequences. 274 Notes

Acknowledgments Over the past 10 years I’ve made several stabs at writing this book. Yet each time I attempted to write down the things that I do, teach, and coach so freely, I couldn’t seem to find the words. So I wrote other books instead—six of them. I think part of the reason I had such a hard time getting this book out of my head and onto paper is that Fanatical Prospecting is such a part of me. Rather than an abstract idea, it is who I am. The air that I breathe. Finding the words to express the very essence of what drives me as a sales professional and entrepreneur was difficult. On the other hand, maybe the timing wasn’t right until now. All of the stars finally aligned for Fanatical Prospecting—the right people to inspire me, the right editor, the right publisher, the right clients, and the right business climate. I am so grateful for all of the people who played a role in making this book a reality—my family, friends, employees, clients, mentors, and the team at John Wiley & Sons. First, to my amazing editor Lia Ottaviano, your enthusiasm for this project was so motivating. When I was tired, frustrated, and worn out from writing, your words picked me up and pushed me to work harder. Thank you so much for being in my corner. I can’t wait to start the next project with you. If you are married to an author, you know just how tedious and boring it can be to listen to the endless blah, blah, blah about the 275

book they’re working on. You know the misery created by looming deadlines. You are patient as the entire world stops and revolves around the worn out, strung out, moody (bordering on schizo- phrenic) writer who believes that everything he has written so far is total crap that no one will ever read. Carrie, my beautiful wife and partner, thank you for being there for me every step of the way. Thank you for your patience as this project progressed over the past year, helping with the endless edits, and keeping everything going while our world stopped for this book. There would be no Fanatical Prospecting without YOU. I love you. Every time I spoke to my friend and client Jack Mitchell over the past year he asked, “How’s the book going?” Jack, you have no idea how big a kick in the pants your sincere interest in this project means to me. Thank you. Jodi Bagwell, Jodi Bagwell, thank you for pushing me to finally write this book. Luke DeCesare, Jeff Werner, Lori Sylvester—you were the catalysts for this book and it is because of you that I got off my rear end and made the commitment to write it. I’ve had so much fun working with you the past three years and I’m grateful for our friendship. Thank you. Dan O’Boyle, Art Vallely, Don Mikes, Rick Slusser—thank you for the trust you have placed in me. There are no words for the gratitude I feel for the opportunityyou’ve given me to work with you and your team at Penske. Art, your story about chasing trucks on your wedding anniversary trip at the Ritz is priceless—that’s fanatical! Andy Feldman, thank you for your enthusiasm for Fanatical Prospecting. We’re building something very special together. Chris Gredig and the entire AccuSystems team, thank you for giving this book the final push it needed to get off of the launch pad. Anthony Iannarino, Mark Hunter, Miles Austin, John Spence, and Mike Weinberg: I am humbled that you guys allow me to be a part of your Mastermind group. Because of you I am better, more 276 Acknowledgments

agile, and more focused than ever before. Mike, thank you for your inspiring foreword. You rock! Greg Derry, thank you for “letting” me tell your story. Keep that lunch box handy. Brian Stanton and David Pannell—I love you guys. There would be no Fanatical Prospecting without you. We started the movement together in OneaWeekville. Brooke Coxwell, April Huff, Brad Adams, Kayleigh Wilcher— you get it done, making it possible for me to get it done. Thank you for everything you do. I dedicated this book to Bob Blackwell, a man I consider to be one of the finest sales minds in the world. Bob was my sales manager when I was in my mid-twenties. He was tough to work for. No bullshit, just the fundamentals. Bob shaped and honed the raw talent I had for sales. He turned me into a sales professional. Under Bob’s tutelage I learned how to prospect, manage the sales process, and close deals. He instilled in me the work ethic required for success in sales. Working for Bob was the best thing that ever happened to me and my family. It is a debt that we will never be able to repay. Acknowledgments 277

About the Author Jeb Blount is a Sales Acceleration expert who helps sales organiza- tions reach peak performance fast by optimizing talent, leveraging training to cultivate a high-performance sales culture, developing leadership and coaching skills, and applying more effective organi- zational design. Through his companies—Sales Gravy, Channel EQ, and Inno- vate Knowledge—Jeb advises many of the world’s leading organi- zations and their executives on the impact of emotional intelligence and interpersonal skills on sales, leadership, customer experience, channel development, and strategic account management. Under Jeb’s leadership, Sales Gravy has become a global leader in sales acceleration solutions, including sales recruitment and staffing, sales on-boarding automation, custom sales training curric- ulum development and delivery, sales coaching, and online learning. Jeb spends more than 200 days each year delivering keynote speeches and training programs to high-performing sales teams and leaders across the globe. Asabusinessleader,Jebhasmorethan25yearsofexperiencewith Fortune500companies,SMBs,andstart-ups.Hehasbeennamedone of the top 50 most influential sales and marketing leaders (Top Sales Magazine), a Top 30 social selling influencer (Forbes), a top 10 sales expert to follow on Twitter (Evan Carmichael), a top 100 most 278

innovative sales blogger (iSEEit), a top 20 must-read author—People Buy You—for entrepreneurs (YFS Magazine and Huffington Post), and the most downloaded sales podcaster in iTunes history, among many other accolades. His flagship website, SalesGravy.com, is the most visited sales- specific website on the planet. He is the author of seven books, including: ■ People Love You: The Real Secret to Delivering a Legendary Customer Experience (John Wiley & Sons, 2013) ■ People Follow You: The Real Secret to What Matters Most in Leadership (John Wiley & Sons, 2011) ■ People Buy You: The Real Secret to What Matters Most in Business (John Wiley & Sons, 2010) ■ Sales Guy’s 7 Rules for Outselling the Recession (Macmillan 2009) ■ Business Expert Guide to Small Business Success (Business Expert Publishing, 2009) ■ Power Principles (Palm Tree Press, 2007). To schedule or learn more about Fanatical Prospecting Boot Camps, call 1–888–360–2249, e-mail andy@salesgravy.com, or visit FanaticalProspecting.com. To schedule Jeb to speak at your next event, call 1–888– 360–2249, e-mail jeb@salesgravy.com, or visit JEB123.com. About the Author 279

Index Note: Page references in italics refer to figures. A abbreviations, for texting, 244 Abraham, Richard, 249–250 achievement need, 250 actions, controlling, 6 adaptive mindset (adopt, adapt, adept), 11–12 AMMO framework, 225, 227–233, 228 anchor, for RBO Turnaround Framework, 186, 186, 187 Angelou, Maya, 101 appointments asking for, 143–144 (See also message) planning in-person prospecting (IPP) around, 204, 205 scheduling, 72, 74–76 See also in-person prospecting (IPP) Arruda, William, 117 “ask” assumptive “ask,” 148–151 e-mail prospecting for, 227–233 in-person prospecting (IPP) and, 210 message for, 146–147 for RBO Turnaround Framework, 186, 186, 188 attachments, e-mail and, 217 attention, of prospects, 134–135, 165, 165, 167. See also message attitude, 260–262 awareness, content curation and, 127 B balanced approach, for prospecting, 20–24 “because,” 140–143, 168–170 Berra, Yogi, 71 biographical profiles, for social selling, 117–118, 119 blocking, of time, 56–57 body language, 149–151 bounced e-mail, 218 boundaries, setting, 53 branding, Law of Familiarity and, 102–104 breakfast, 259–260 brevity, 243 bridging with e-mail, 227, 230–231 message and, 141–143 with telephone prospecting, 168–170 Brooks, Mike, 194 Brown, Brene, 178 brush-off, defined, 182. See also reflex responses, brush-offs, objections (RBOs) 281

bulk e-mail, avoiding, 216–217, 218 Burke, Sean, 97 buying-cycle awareness, 121–122 C calling-other-extensions hack, 196–197 calling prospects. See telephone prospecting call reluctance, 45–46 Canva.com, 117 CEO mindset, 51–52 Chamfort, Nicholas, 177 Churchill, Winston, 248 Cialdini, Robert, 139–140 Cicero, 254 closing as core objective, 72, 80–81 in-person prospecting (IPP) and, 206, 207 Law of Replacement and, 29–31 prospecting problem versus closing problem, 28 cold calling need for, 13–19 social media and, 108–110 (See also social selling) Take the Cold Out of Cold Calling (Richter), 122 See also message; telephone prospecting Comm 100, 217 competitive mindset, 10, 249–250 concentration, need for, 60–62 confidence, 135–137, 148–151, 207 confident mindset, 11, 136 connecting with e-mail, 223–224, 227–228 with gatekeepers, 195 social selling and, 123–125 See also message consistency, social selling and, 128 contact information leaving information on voice mail messages, 171–174, 174 social selling and, 118, 123 contact rate, for telephone prospecting, 156–157 content creation, 125–126, 129–130 content curation, 126–127, 129 conversion of e-mail, 223–224 social selling and, 127–128 cortisol, 136 cover image, for social selling, 117 CRM importance of, 92–95 for in-person prospecting (IPP), 205, 207 Croner, Chris, 249–250 cross-linking, of social profile pages, 118 Cuddy, Amy, 136 customer referrals, 99 D database, importance of, 92–95 decision making, prospecting pyramid for, 84–91, 88 delegating, 54, 55–56 De Sena, Joe, 5 desire, for mental toughness, 250–252 diet, 259–260 direct connecting, social selling and, 124 disrupters, for RBO Turnaround Framework, 186, 186, 187–188 distractions, avoiding, 62–63, 64–66 distribution, social selling and, 130 diversification, of prospects, 20–24 Duckworth, Angela, 247 E eating, for health, 259–260 Eat That Frog (Tracy), 177 efficiency, tracking sales calls and, 36–40 efficient mindset, 11 e-mail, as distraction, 64–66 e-mail prospecting, 214–234 AMMO framework for, 225, 227–233, 228 avoiding gatekeepers and, 196 overview, 214–215 practice for, 233 preparation for, 224, 224–227 proofreading e-mail, 234 282 Index

Three Cardinal Rules of, 216, 216–224 timing of e-mail, 233–234 emotion, bridging with, 144–145 engagement social selling and, 130 text messaging and, 242–243 enthusiasm conveying, 135–137, 148–151 enthusiastic mindset, 10 exercise, 257–258 F failure, attracting, 26–27 familiarity. See Law of Familiarity Fanatical Prospecting Fanatical Prospecting Boot Camp, 51, 155 Gold Level access to, 48 Web site resources of, 51, 60, 113, 129 fanatical prospecting techniques avoiding sales slumps, 28, 31–35 balanced approach for, 20–24 cold calling and, 13–19 as contact sport, 73–74 defined, 3 Law of Replacement and, 29–31 mindsets of fanatical prospectors, 9–12 motivation for, 266–270 need for, 1–8 objectives of, 71–83 as persistent and consistent, 98 Power Hours for, 58–59 social prospecting tools, 107, 128–130 telephone as most powerful tool for, 157–158 30-Day Rule for, 27–29 time spent on, 25–26 tracking sales calls, 36–40 Universal Law of Need and, 26–27 “when it is time to go home, make one more call” (mantra), 264–265 See also CRM; e-mail prospecting; gatekeepers; in-person prospecting (IPP); Law of Familiarity; mental toughness; message; objectives; prospecting pyramid; reflex responses, brush-offs, objections (RBOs); social selling; telephone prospecting; text messaging; time management fear, of “no,” 18–19, 150–151, 158–160 first impression, importance of, 115, 194 Five Cs of social selling, 107, 123–128 Fiverr.com, 117 flexible mindset, 11–12 focus, 59–62 four pillars of mental toughness desire, 250–252 learning, 254–257 mental resilience, 252–254 overview, 250 physical resilience, 257–260 “14 Signs Your Perfectionism Has Gotten Out of Control” (Gregoire), 44 Fuller, Ryan, 56 G Gandhi, Mohandas, 254 Gao, Kevin, 217 gatekeepers, 193–200 avoiding, 195, 196–197, 202 dealing with, 194–196 defined, 193–194 Gitomer, Jeffrey, 148 go-around-back hack, 199–200 Golden Hours, 50, 52–55, 69 Gregoire, Carolyn, 44 “Grit: Perseverance and Passion for Long-Term Goals” (Duckworth), 247 Guide to Social Selling Tools, 129 H handwritten notes for avoiding gatekeepers, 196 networking with, 239 Harvard Business Review, 56, 218–219 Harvard University, 136, 140–141 headshots, for social selling, 116 honesty, 195 Index 283

hook, for e-mail message, 227, 228–230 hormones, conveying confidence and, 136–137 Horstman’s Corollary, 57–59 hot prospects, cold calling, 17–18 Hub-and-Spoke Technique, 204–205 Hubspot, 131 Huffington Post, 44 hyperlinks e-mail and, 217 texting and, 244 I Iannarino, Anthony, 64, 65, 66 identification, transparency of, 168, 194, 208–209, 243 images, e-mail and, 217 “I’m so much better at . . . ” excuse, 20–21 inbound prospecting, social selling and, 120–121, 130–131 inflection, importance of, 149–151 Influence (Cialdini), 139–140 information gathering, 72, 76–80, 122, 205, 209. See also preparation; research in-person prospecting (IPP), 201–213 avoiding gatekeepers and, 196, 202 Five-Step Hub-and-Spoke Technique for, 204–205 Five-Step process for, 207, 208, 208–210, 210 limited application of, 202–204 overview, 201–202 preparing for, 205–207 “sales goggles” for, 211–213 T-Call technique, 202 intelligence gathering, social selling and, 130 intent, content curation and, 127 interrupting cold calling as, 13–19, 110 “what’s in it for me?” (WIIFM) and, 137–140 K KiteDesk, 97 Konrath, Jill, 138 L Langer, Ellen, 140–141 Law of Familiarity, 96–104 building familiarity as core objective, 72, 81–83 earning trust of prospects, 97 e-mail prospecting and, 219–220 engaging prospects and, 96–97 Familiarity Threshold, 97 in-person prospecting (IPP) and, 205 networking and, 100–101 persistent and consistent prospecting for, 98 personal brand and, 103–104 recognized brands and, 102–103 referrals and introductions for, 98–100 social selling and, 119–120 text messaging and, 237–238 Law of Replacement, 29–31 Law of Triviality, 69 Lead360, 236, 237 learning, 254–257 Lee, Kendra, 229 LinkedIn networking follow-up and, 101 for social selling, 113, 118, 131 texting and, 239 Little Red Book of Selling, The (Gitomer), 148 Loehr, James, 246–247 M meetings. See appointments; in-person prospecting (IPP) mental toughness, 245–263 attitude and, 260–262 as choice, 247–250 desire, 250–252 four pillars of, 250–260 mindset and, 6–8, 9–12, 51–52, 136, 249–250 overcoming complacency, 262–263 overview, 245–247 message, 132–153 the “ask” and, 146–147 bridging to “because,” 141–143, 168–170 284 Index

connecting with, 123–125, 195, 223–224, 227–228 conveying enthusiasm and confidencewith,135–137,148–151 conveying with texting, 243 fore-mailprospecting,224,224–227 emotion and, 144–146 getting prospect’s attention with, 134–135, 165, 165, 167 importance of silence for, 152–153, 170 overview, 132–134 power of “because,” 140–141 preparation for, 143–144 “what’s in it for me?” (WIIFM) and, 137–140, 231–233 See also telephone prospecting mindset of CEO, 51–52 competitive, 10, 249–250 confident, 11, 136 controlling, 6–8 mindsets of fanatical prospectors, 9–12 See also mental toughness mobile devices, as distractors, 62–63 motivation, 266–270 multitasking, problem of, 60–62 Murray, Henry, 250 N need for achievement, 250 negative emotion, recognizing, 33–34 networking Law of Familiarity and, 100–101 text messaging and, 238–239, 239 Never Hire a Bad Salesperson (Croner, Abraham), 249–250 New Sales Simplified (Weinberg), 139 nonsales activity, time for, 52–55. See also time management nonverbal communication, 135–137, 148–151 nutrition, 259–260 O objections, defined, 183. See also reflex responses, brush-offs, objections (RBOs) objectives, 71–83 building familiarity, 81–83 closing sale, 80–81 gathering information and qualifying prospect, 76–80 for in-person prospecting (IPP), 207 overview, 71–74 for scheduled phone blocks, 162–163 setting an appointment, 74–76 of social selling, 107, 113–114 optimistic mindset, 10, 249–250 outbound marketing cold calling and, 13–19 social selling and, 130–131 See also e-mail prospecting; in-person prospecting (IPP); networking; social selling; telephone prospecting; text messaging P Palmer, Arnold, 34 paralysis from analysis, 45–46 Parkinson’s Law, 57 passive connecting, social selling and, 125 pauses, avoiding, 165–166 perfectionism, 43–45 personal branding Law of Familiarity and, 103–104 social selling and, 114–119 personalization, need for, 207 personal referrals, 99 Photo Feeler, 116 physical resilience, 257–260 physiological responses, 136–137 Platinum Hours, 54, 58–59, 66–67 “please,” using twice, 194 podcasts, 257 Possible Value Propositions, 138 Power Hours, 58–59, 163 Power of Vulnerability (Brown), 178 power posing, 13 Power Statements, 139 preparation for e-mail prospecting, 224, 224–227 Platinum Hours for, 66–67 practice for e-mail prospecting, 233 Index 285

prioritizing, 53–54. See also time management procrastination, 41–43 professional referrals, 99 profiles, for social selling, 117–118, 119 proofreading of e-mail, 234 of text messages, 244 prospecting pyramid, 84–91 managing, 86–88, 88 overview, 84–86 powerful lists for, 89–91 Q qualification of prospects as core objective, 72, 76–80 prospecting pyramid for, 84–91, 88 R reactions, controlling, 6 reading, to learn, 254–257 Real Secrets of the Top 20 Percent, The (Brooks), 194 reciprocal connecting, social selling and, 124–125 referrals, 98–100 reflex responses, brush-offs, objections (RBOs), 178–192 brush-off, 182 examples, 189–190 fear of rejection, 18–19, 150–151, 158–160 handling, 153 moving on after, 188–190 objections, 183 overview, 178–179 as personal rejection, 179–181 planning for, 183–185 reflex response, 181–182 Turnaround Framework for, 184, 185–188, 186, 210 rejection. See reflex responses, brush-offs, objections (RBOs) relating, with e-mail message, 228, 230 relentless mindset, 11 research importance of, 44, 66–67 information gathering, 72, 76–80, 122, 205, 209 for in-person prospecting (IPP), 205–207 social selling for, 122, 143–144 See also preparation resilience mental, 252–254 physical, 257–260 Richter, Sam, 122 Robertson, Kelly, 209–210 Rohn, Jim, 7, 49 S Sales Blog, The, 64 “Sales Gods” phenomenon, 34 “sales goggles,” 211–213 Sales Gravy business practices of, 236 Golden Hours, 50, 52–55, 69 outbound prospecting calls by, 58 Power Hours, 58–59, 163 See also Fanatical Prospecting Sales Magnet, The (Lee), 229 salespeople-help-salespeople hack, 197–199 sales pipeline, 20–24, 25–35 avoiding sales slumps, 28, 31–35 balanced approach to, 20–24 Law of Replacement for, 29–31 30-Day Rule for, 27–29 time spent prospecting, 25–26 Universal Law of Need and, 26–27 silence, importance of, 152–153, 170 sleep, 258–259 slumps, avoiding, 28, 31–35 Smart Calling (Sobzack), 138 Snap Selling (Konrath), 138 Sobzack, Art, 138 social selling, 105–131 avoiding gatekeepers through, 195 building familiarity with, 119–120 challenge of, 108–110 choosing channels for, 111–113 defined, 110–111 e-mail prospecting and, 215 Five Cs of, 123–128 inbound prospecting with, 120–121 objectives of, 113–114 outbound prospecting combined with inbound prospecting, 130–131 286 Index

overview, 105–108 personal branding for, 114–119 for preparation, 122, 143–144 for research and information gathering, 122 social media prospecting tools, 128–130 strategic prospecting campaign (SPC), 120–121 text messaging and, 239 trigger events and buying-cycle awareness, 121–122 spam, sending e-mail and, 216–218 Spartan Up (De Sena), 5 speaking engagements, volunteering for, 103–104 Stanton, Brian, 250 statistics, for sales calls, 36–40 strategic bridging, 141–143, 168–170 strategic prospecting campaigns (SPCs), 82–83, 120–121 strike zone, defining, 79–80 subject line, of e-mail messages, 220–221 Superstars, 1–8 systematic mindset, 11 T Take the Cold Out of Cold Calling (Richter), 122 targeted bridging, 141–143, 168–170 T-Call technique, 202 technology CRM importance and, 92–95 social media and, 105, 107 (See also social selling) Voice over Internet Protocol (VoIP), 236 See also e-mail prospecting; social selling; telephone prospecting; text messaging telephone prospecting, 154–177 call reluctance, 45–46 cold calling, 13–19, 108–110, 122 contact rate statistics, 156–157 difficulty of, 158–160 effective voice mail messages and, 162, 171–174, 174 logging/tracking calls, 36–40, 94–95, 207, 244 overview, 154–155 scheduling phone blocks for, 162–163 steps for, 163–171, 165 telephone as most powerful sales prospecting tool, 157–158 timing and, 174–177 training for, 160–162 Voice over Internet Protocol (VoIP) and, 236 testing, for e-mail prospecting, 222–223 testosterone, 136 text messaging, 235–244 engagement with, 242–243 familiarity and, 237–238 following trigger events, 239–240, 240 networking and, 238–239, 239 for nurturing prospects, 241–242 overview, 235–236 popularity of, 236–237 rules for, 243–244 thirst for knowledge, as mindset, 11 30-Day Rule, 27–29 “3 Behaviors that Drive Successful Salespeople” (Fuller), 56 Three Cardinal Rules, for e-mail, 216, 216–224 “three Ps,” 41–48 disrupting, 46–47 paralysis from analysis, 45–46 perfectionism, 43–45 procrastination, 41–43 time management, 49–70 avoiding distractions for, 62–63, 64–66 blocking time for, 56–57 CEO mindset for, 51–52 delegating and, 54, 55–56 e-mail prospecting and timing of e-mail, 233–234 focus and, 59–62 Golden Hours, 50, 52–55, 69 Horstman’s Corollary of, 57–59 for in-person prospecting (IPP), 205–207 Index 287

time management (continued) measuring your worth for, 67–70 overview, 49–51 Platinum Hours, 54, 58–59, 66–67 problems of timing telephone prospecting, 174–177 scheduling phone blocks for prospecting, 162–163 touches, building familiarity with, 72, 81–83, 96–97 tracking, of sales calls, 36–40, 94–95, 207, 244 Tracy, Brian, 177 training, for telephone prospecting, 160–162 transparency, 168, 194, 208–209, 243 trigger events social selling and, 121–122 text messaging and, 239–240, 240 trust, earning, 97 Turnaround Framework, 184, 185–188, 186 Twitter, 112–113 U “ugly deals,” avoiding, 76–80 Universal Law of Need, 26–27 URLs, custom, 118 V value proposition, 138 voice mail messages, effectiveness of, 162, 171–174, 174 Voice over Internet Protocol (VoIP), 236 voice tone, 149–151 VoloMetrix, 56 volunteering, for familiarity, 102, 103–104 W Weinberg, Mike, 139 “what’s in it for me?” (WIIFM) e-mail prospecting and, 231–233 interrupting and, 137–140 “when it is time to go home, make one more call” (mantra), 264–265 wording, spam filters and, 217 worth, measuring, 67–70 Z Ziglar, Zig, 44, 256 288 Index

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