On this week’s episode of From Idea to Done, Erick and Josh talk about the book “Fanatical Prospecting” by Jeb Blount. Josh shares his biggest takeaways from reading it, like the idea of the 90 Day Rule.
J/E: Hey Everyone, I’m Josh and I’m Erick
E: This week’s idea is prospecting. Well a little more aggressive prospecting. In fact Fanatical Prospecting. This is a book you asked me to read by Jeb Blount. Josh why did you want me to read this book?
J: I thought that there were some really strong take aways from the book and he’s got a very good sales background. I thought it could help us learn from someone at the top of their game.
E: I’d like to do a 2 part episode on this. We’ll get your thoughts and mine after I finish it. I am a solid third of the way done with it now. What were some of your bigger takeaways from this book?
J: My two big ones were protecting the golden hours and the 90 day rule.
E: Again, I don’t overly read books unless you tell me to. The main reason is I feel like as a business owner, if you tell me to read something, there is something you want me to take back to our business. I don’t like reading without taking action. From this book what is something you feel like we need to implement?
J: I think that we need to make sure we’re paying attention to is the 90 day rule. We’re in a part marketing and part direct sales organization so to always be prospecting. The 90 day rule states that if you have a sales slowdown it is because you let your foot off the pedal 90 days ago. Remember Glen Gary Glenn Ross – Coffee’s for closers!
E: Alright. I am about a third of the way into this. What is your overall review of the book?
J: It has been one of the better sales books that i’ve read. One of those that feels like common sense, after you’ve read it.
E: Sounds good. Again, I don’t read a ton of books unless someone I like, or someone who pays me recommends them. I am about ⅓ in so far, and I enjoy it. Now that I know why you wanted me to read it. I’ll try to find a way to take action on this information. Then I’ll review the book myself when I finish.
J: Thank you for listening to this episode. If you know a startup that could use our random advice and thoughts have them subscribe and leave a review on iTunes.