#92 - Paying for success with prospecting (Jeb Blount, CEO @ Sales Gravy)

INKED is a sales-specific negotiation primer that addresses the challenges faced by sales professionals in today's market. The book provides strategies, tactics, techniques, and human-influence frameworks to level the playing field against savvy buyers. It emphasizes the importance of emotional discipline, preparation, and understanding power, leverage, and motivation dynamics in negotiations. The book includes actionable advice and real-world examples to help sales professionals improve their closing rates and negotiate more effectively.

Virtual Selling by Jeb Blount provides strategies and techniques for sales professionals to adapt to the virtual sales landscape. It covers topics such as video sales calls, virtual demos, and blended virtual/physical selling approaches to increase productivity and reduce sales cycles. The book emphasizes the importance of human psychology, technical elements, and communication channels in virtual sales.

Fanatical Prospecting is a detailed guide that explains the importance and methods of prospecting in sales. The book outlines innovative approaches to prospecting, including the use of social media, telephone, email, text messaging, and cold calling. It emphasizes the need for a balanced prospecting methodology to avoid sales slumps and keep the pipeline full of qualified opportunities. Key concepts include the 30-Day Rule, the Law of Replacement, the Law of Familiarity, the 5 C’s of Social Selling, and various frameworks for effective prospecting. The book is designed to help salespeople, sales leaders, entrepreneurs, and executives improve their sales productivity and grow their income by consistently and effectively prospecting.