Jeb Blount > Quotes

“The 30-Day Rule states that the prospecting you do in this 30-day period will pay off for the next 90 days. It is a simple, yet powerful universal rule that governs sales and you ignore it at your peril. When you internalize this rule, it will drive you to never put prospecting aside for another day. The implication of the 30-Day Rule is simple. Miss a day of prospecting and it will tend to bite you sometime in the next 90 days. Miss a week and you will feel it in your commission check. Miss the entire month and you will tank your pipeline, fall into a slump, and wake up 90 days later desperate, feeling like a loser, with no clue how you ended up there.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Inaction breeds doubt and fear. Action breeds confidence and courage. If you want to conquer fear, do not sit home and think about it. Go out and get busy. —Dale Carnegie”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn a high income.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“mediocrity is like a broke uncle. Once he moves into your house, it is nearly impossible to get him to leave.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Here is the brutal reality. If you don't have a plan, you will become a part of someone else's plan. You can either take control of your life or someone else will use you to enhance theirs. It's your choice.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Nothing requires a higher level of emotional control than asking for something and subsequently dealing with objections. This leads us again to the single most important lesson in this book: In every sales conversation, the person who exerts the greatest amount of emotional control has the highest probability of getting the outcome they desire. You must first gain control of your emotions before you can influence the emotions of other people. Getting past no in all its various forms, begins and ends with emotional control.”
― Jeb Blount, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No

“The fact is, if you are having a hard time getting appointments, getting to decision makers, getting information, or closing the deal, 9 out of 10 times it is because you are not asking.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“The enduring mantra of the fanatical prospector is: One more call.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Time blocking is transformational for salespeople. It changes everything. When you get disciplined at blocking your time and concentrating your power, you see a massive and profound impact on your productivity. You become incredibly efficient when you block your day into short chunks of time for specific activities. You get more accomplished in a shorter time with far better results.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Law of the Universe: Nothing happens until something moves. Law of Business: Nothing happens until someone sells something. —Jeb Blount”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Overcoming doesn't work. There is a universal law of human behavior: You cannot argue another person into believing that they are wrong. The more you push another person, the more they dig their heels in and resist you.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“It is no different in sales. Elite salespeople, like elite athletes, track everything. You will never reach peak performance until you know your numbers and use those numbers to make directional corrections.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Why do prospects lie—consciously or subconsciously? One of the most cogent explanations I've heard comes from Seth Godin.1 He says that prospects lie because salespeople have trained them to, and “because they're afraid.” They have learned that when they tell the truth, “the salesperson responds by questioning the judgment of the prospect. In exchange for telling the truth, the prospect is disrespected. Of course we [prospects] don't tell the truth—if we do, we're often bullied or berated or made to feel dumb. Is it any surprise that it's easier to just avoid the conflict altogether?”​”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Perfectionism is highly correlated with fear of failure”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Starting today, I will no longer allow rejection to control me or my actions. I will take responsibility for my own life. I will set my own course. I will make my own success. I will take action. I will persist. I will ask confidently for what I want. I will find lessons in rejection. I will embrace it and allow it to fuel my ambition. I will look forward, not backward. I will turn my haters into motivators. I will be empowered by my circumstances, not impeded by them. I will do the things others are unwilling to do. I will make no more excuses! Rejection no longer owns me. This is my independence day! I will RISE!”
― Jeb Blount, Objections: The Ultimate Guide for Mastering The Art and Science of Getting Past No

“in sales, activity drives everything—that’s the law. Activity is the hard work of sales and it is the price you pay for your commission checks. Activities include: Cold calling, first-time visits, follow-up calls, product demonstrations, walk-throughs, test drives, site visits, open houses, tours, presentations, proposals, referrals, direct mail, and so forth. The fact is, if you have enough activity, you will at least sell something, even if you do everything else wrong. If you have no activity, but do everything else right, you will sell nothing.”
― Jeb Blount, People Buy You: The Real Secret to what Matters Most in Business

“The key to connecting and winning others over is, therefore, extremely simple: make them feel important . The real secret to making others feel important is something you have at your disposal right now. It’s listening”
― Jeb Blount, People Buy You: The Real Secret to what Matters Most in Business

“There are no guarantees, no magic pills, no holy grail. There is only poetry and probability.”
― Jeb Blount, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional Intelligence to Close the Complex Deal

“Effective delegation begins with effective communication.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Not ​everything is a priority, and in some cases, this means that there are tasks that may not get done. That's okay. Keep the pipe full and get the deals closed and no one will ever remember.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“One of the most effective ways to unload nonsales activity is to just say no. You don't have to take on or do everything that others bring to you. Whenever someone brings a task to you that has the potential to derail your Golden Hours and it is not mission critical—say no. This won't be easy. However, if you consistently create reasonable boundaries, it won't take long for others to get the message.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“So the question is not, to cold call or not to cold call. Instead, the question is how to strategically balance prospecting across the various prospecting channels to give you a competitive advantage when interrupting prospects in the crowded, competitive marketplace.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Trust me. I've had prospects scream at me on Tuesday and treat me like I'm their best friend on Wednesday. Completely oblivious to my previous call. That's why, when people tell me to “never call them again,” I call.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Superstars are relentless, unstoppable prospectors. They are obsessive about keeping their pipeline full of qualified prospects. They prospect anywhere and anytime—constantly turning over rocks looking for their next opportunity. They prospect day and night—unstoppable and always on. Fanatical!”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Most salespeople never get lucky because they only do the minimal amount of prospecting required to just squeak by, and when they do start prospecting (usually out of desperation), they expect instant miracles. When those miracles don't happen, they gripe that prospecting doesn't work and crawl back into the warm comfort of mediocrity.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“The very best salespeople have mastered balanced prospecting in the same manner that wealthy people have mastered balance in their investment portfolios. Balance simply means that to get the best return from your prospecting time investment, there should be a mixture of telephone, in-person, e-mail, social selling, text messaging, referrals, networking, inbound leads, trade shows, and cold calling. The relative distribution of your time investment in each prospecting methodology should be based on your unique situation.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“When you are desperate, you no longer focus your thoughts on what is required for success. Instead, you focus on what will happen to you if you don't get what you need, thereby attracting failure.​”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Interrupting your prospect's day is a fundamental building block of robust sales pipelines. No matter your prospecting approach, if you don't interrupt relentlessly, your pipeline will be anemic.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Consider Jerry. His prospecting is inconsistent at best. Several of the deals he was counting on and put into his forecast pushed off decisions to next quarter or were lost to a competitor. Because of this, he has only a handful of viable opportunities left in his pipeline. Now, with the end of the quarter looming, Jerry is under tremendous pressure. He desperately needs one of these deals to close. As Jerry becomes more desperate to close anything, he comes face to face with a cruel reality: Desperation magnifies and”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling

“Here's the deal. If you want sustained success in your sales career, if you want to maximize your income, then you've got to interrupt prospects.”
― Jeb Blount, Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling