As a newbie to sales, the idea of prospecting seemed like a vague idea. Unfortunately, there isn't much training or anyone actively prospecting on my team, so I knew I had to get a book on the subject. What I liked best about Jeb's book was the tangible info on scripts that work to get prospects, as well as the expectation that prospecting is not only work, but how much of it each day I should do to see results.
This is a great book about prospecting. Every sales person should real this book. If you follow Jeb's advice you will be successful in sales. It easy in philosophy but very few people will have the perseverance and drive to follow through with his suggestions. Make sure you are one of those people.
Great read, great real world insights. With the confusion of marketing companies telling you that their methods are the best and that " cold calling is dead" Jeb does a great job of bringing an insightful way of generating new business.
This is one of the very best books I've ever read on prospecting - and I've read dozens of them. What Jeb shares is practical and actionable advice. But perhaps what's even more important, is that his depth of experience and knowledge gives us faith that what he advises is battle tested and will work in the real world.