13 lessons from Fanatical Prospecting by Jeb Blount
This is my favorite book to be a top performer SDR because it talks about: mindset, prospecting, prioritization, and time management.
We give this book in week 1 at Chili Piper for every SDR, and they love it.
Here're 13 lessons about this book after reading it 5 times:
#1 - The more you prospect, the luckier you get. One of my favorite quotes from the book.
#2 - The law of familiarity: your activities (emails, dials, LinkedIn messages, etc) build familiarity with your prospect.
#3 - Prospecting is the only way to escape a bad month.
#4 - The best SDRs use different prospecting methods: different channels: emails, LinkedIn, phone, video, direct mail, etc.
#5 - Sales = math. Like athletes. SDRs improve their performance by following their numbers.
#6 - The 3 enemies of SDRs: procrastination, perfectionism, and paralysis from analysis.
#7 - The 30-Day rule: the prospecting you do in this 30-day period will pay off for the next 90 days.
#8 - Rank up your prospecting list with this pyramid. If you don't do it, you will lose some time.
#9 - The universal Law of need: the more you need something, the less likely it is that you will get it.
#10 - The Law of replacement: always add new accounts to your pipeline to replace those whom you booked or ghosted you.
#11 - Time management and time blocking:
Your golden hours/Revenue Generating Activities (RGA) = time for prospecting.
Your platinum hours (Non-RGA or the rest of your activities): admin, researching accounts, internal meetings, etc.
#12 - The 4 goals of prospecting:
Book a demo
Gather information and qualify
Close a deal.
Build familiarity
#13 - 7 mindsets of fanatical SDRs:
Optimistic & enthusiastic
Competitive
Confident
Relentless
Thirsty of knowledge
Systematic and efficient
Adaptive and flexible
Bonus: adopt a CEO mindset: a critical component of time, territory, and resource management.
Thanks for reading.
That's all for this Sunday. 13 lessons for SDRs.
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See you again next Sunday.
Cheers,
Elric
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