Description
John Wiley Fanatical Prospecting by Jeb Blount
Most salespeople and sales leaders who marvel at the consistent year in and year out performance of sales superstars are blind to the real reason for their success. Unwilling to accept that the foundational root of all success in sales is a fanatical focus on prospecting, they waste time tilting at windmills on their quixotic pursuit of fads, silver bullets and secret formulas they believe will deliver them into arms of success with little effort. Superstars are aware that failure in sales is not caused by a deficit of talent, skills, or training. Not a poor territory or inferior product. Not sub-par communication and presentation skills.