Troy Munson’s Post

Fanatical prospecting Chapter 3 and 4 If you want sustained success in your sales career, if you want to maximize your income, then you've got to interrupt prospects. You'll have to pick up the phone, walk in the door, send an e-mail or text message, or ping a prospect on LinkedIn, Twitter, Google+, or Facebook and interrupt someone who is not expecting you to contact them (i.e., you don't have an appointment or they are not waiting for you to call or write) and with whom you are not currently engaged in a sales discussion. No matter the circumstance, the simple fact remains that you are interrupting their day to talk about something you want them to hear, do, or buy, and you do not have a scheduled appointment with them to have that conversation.

Blount, Jeb. Fanatical Prospecting. Chapters 1 and 2. Prospecting is the heart of sales success. It also talks about the importance of adopting a "fanatical" approach to prospecting, highlighting how consistent effort and dedication are key to achieving long-term sales goals. Chapter 2 focuses on the concept of the "3 Cs of Prospecting": customers, conversations, and conversions.Discuss strategies to identify the right customers, engage in meaningful conversations that build relationships, and ultimately convert those prospects into actual sales. Highlights the necessity of proactive and persistent prospecting for sales professionals.

Prospecting is not an all or nothing game. As Robert Snyder says - sales is all about leverage. Gathering information on pre-qualified accounts is massively valuable. It's the wedge that opens new doors. Tech stack, pains, goals, internal projects, company lingo and team responsibilities are liquid gold when personalizing outreach. *Nate Nasralla is an expert in weaponizing a buyer's words* If a buyer is unwilling to meet - get as much info as possible. Use that leverage to reach out to another buyer 10x better. Keep investing in target accounts, your future self will thank you.

Please, please pretty please, B2B sales prospecting companies: DO YOUR JOB PROPERLY before prospecting anyone. I'm full of messages in my inbox with people offering prospecting services and I KNOW that I'm just part of a huge list you all created for outreach. By doing your job I mean: search for ICP, matches, people in common. Have a reason to talk to me! I had this guy prospecting me for a role I had at a company last year. 🤯 People buy your services for QUALIFIED LEADS. So don't throw your net and try to fish whatever you can, there are methods, processes, and ways that you can you can use to do this more effectively and save time, money and leads. I will never ever buy your product if I feel that I'm just part of this big outreach list. You truly embarrass our whole pack of sales and sdrs.