Fanatical Prospecting Bootcamp (Starts 1-19-2017)

Live Virtual Course. The Virtual Fanatical Prospecting Bootcamp is a live course facilitated by Jeb Blount, Andy Feldman, and Brad Adams. The course is strictly limited to 20 participants and begins on 01-19-2017. This course features:

  • 8 live facilitated sessions (recorded for playback later)
  • Course workbook
  • Online self-directed VIDEO BASED learning modules
  • Access to facilitators via chat and email offline
  • Personalized Goal Sheet
  • One year access to all training videos and material
  • Bonus - Fanatical Prospecting Swag
  • Hardcover copy of Jeb Blount's new book Sales EQ (pre-ordered for delivery in April 2017)

This dynamic and engaging course gives you the tools you'll need to leverage the phone, email, text, and social media to fill your pipeline with high-quality prospects. Upon enrollment, you will gain instant access to course pre-work and be contacted by the facilitator with instructions. You'll learn:

  • 5 Step Phone Process
  • How to reduce resistance and turnaround prospecting objections
  • How to leave voicemails that get returned
  • The Powerful 4 Step Email Framework 
  • How to get past gatekeepers
  • How to leverage text messaging to accelerate prospect engagement
  • How to deal with and manage rejection

We are happy to answer questions and go over the curriculum with you in more detail. Just give us a call at 1-844-447-3737

Picture of Keith Lubner
About Keith Lubner

Keith Lubner is a globally recognized expert on sales enablement. He is an adviser to many of the world’s leading tech organizations helping them become more agile and adaptive through improved leadership, sales and marketing, and sales organization design strategies.  Keith is a frequently sought after speaker and has received numerous industry awards, including being named a 2016 Channel Visionary by ChannelPro.


Course Curriculum Get Started

Section 1: Course Overview

  • Topic 1Welcome to Fanatical Prospecting & Course Overview
  • Topic 2Course Overview
  • Topic 3Course News & Updates
  • Topic 4About Jeb Blount
  • Topic 5Facilitator - About Andy Feldman
  • Topic 6Intellectual Property Notice

Section 2: Live Session Virtual Classroom Sessions & Replays

  • Topic 1Live Session One - 1-19-17 - Access Information
  • Topic 2Live Session One Replay 1-19-17
  • Topic 3Live Session Two Replay - (1-26-17)
  • Topic 4Live Session Three Replay - RBO's - (2-2-17)
  • Topic 5Live Session Four Replay - RBO's Continued - (2-9-2017)
  • Topic 6Live Session Five Replay - Golden Hours - (2-16-17)
  • Topic 7Live Session Replay Six - (2-23-17)
  • Topic 8Live Session Seven Replay - ( 3-2-17)
  • Topic 9Live Session Eight Replay - (3/10/17)

Section 3: About You & Discussion Forum

  • Topic 1About You
  • Topic 2Discussion Forum
  • Topic 3Facilitator & Participant Chat Room

Section 4: Pre-Work: Goal Planning and Building Your Personal Goal Sheet

  • Topic 1Pre-work Assignment: Develop Your Goal Sheet
  • Topic 2Download & Print the Goal Planning Workbook
  • Topic 3The Most Important Question
  • Topic 4Most Important Question (MP3)
  • Topic 5Effective Goal Planning Begins With a Simple Question
  • Topic 6Define It and Write It Down
  • Topic 7Goals Must Be Specific
  • Topic 8Make Goals Tangible
  • Topic 9Deadlines Drive Urgency
  • Topic 10The Law of Congruence
  • Topic 11Steps to Success
  • Topic 12Brainstorm - To Have's - To Do's - To Be's
  • Topic 13Step One: Start with a Written Goal
  • Topic 14Step Two: Make Your Goals Specific and Tangible
  • Topic 15Step Three: Apply the Law of Congruency (How Bad Do You Want It)

Section 5: Introduction to Fanatical Prospecting

  • Topic 1The Real Secret to Becoming a Sales Superstar
  • Topic 2The Truth About Prospecting

Section 6: Developing a Fanatical Prospecting Mindset

  • Topic 1The Always on Fanatical Prospecting Mindset
  • Topic 2Fanatical Prospectors Talk to Strangers
  • Topic 3There is No Easy Button in Sales
  • Topic 4It's Not About What You Have Sold, It's About What You Sell Today
  • Topic 5The More Your Prospect, The Luckier You Get
  • Topic 6The 3 Questions You Must Answer
  • Topic 7The Only Question that Really Matters

Section 7: Introduction to Telephone Prospecting

  • Topic 1The Case For Telephone Prospecting
  • Topic 2Nobody Answers a Phone That Doesn't Ring
  • Topic 3Your Most Powerful Sales Tool
  • Topic 4The Phone Won't Dial Itself
  • Topic 5Fanatical Prospecting Call Sheet

Section 8: 5 Step Telephone Prospecting Framework

  • Topic 1Introduction to the 5 Step Telephone Prospecting Framework
  • Topic 25 Step Telephone Prospecting Framework
  • Topic 3Keep It Simple
  • Topic 4Don't Overcomplicate Telephone Prospecting
  • Topic 5Step One - Get Their Attention
  • Topic 6Step Two & Three - Introduce Yourself - Reason For Your Call
  • Topic 7Step Four: Give Them a Because
  • Topic 8Step Five - Ask For What You Want
  • Topic 9Assignment: Tele-Prospecting - Bridge to a Because

Section 9: RBOs: Reflex Responses, Brush-Offs, and Objections

  • Topic 1Get to the Point Fast on Telephone Prospecting Calls
  • Topic 2RBO Forum
  • Topic 3Homework - Build RBO Turn-around Scripts

Section 10: Dealing With Fear and Rejection

  • Topic 1Prospecting and the Fear of Rejection
  • Topic 2The Origin of Fear
  • Topic 3When You Fear the Wrong Things
  • Topic 4Challenging Your Fears
  • Topic 5Get Excited to Hear No
  • Topic 6Hanging Up on Rejection
  • Topic 7Overcoming Fear

Section 11: Time and Territory Management

  • Topic 1Time Blocking is Transformational for Sales Professionals
  • Topic 23 Reasons You Are Not Using Your CRM and What to Do About It
  • Topic 3Eat That Frog
  • Topic 4The Ultimate Key to Success Is the Scheduled Phone Block
  • Topic 5Time Management and Productivity Discussion

Section 12: Email Prospecting

  • Topic 1Assignment: Develop Email Templates
  • Topic 24 Techniques for Winning With Cold Emails

Section 13: Text Message Prospecting

Section 14: Social Selling

  • Topic 1Accelerating Sales With LinkedIn
  • Topic 23 Tips for Using Social Media for Inbound Prospecting

Section 15: Qualifying and Strategic Prospecting

  • Topic 1Segmentation - Fit Qualifiers

Section 16: In-Person Prospecting

Section 17: Developing Mental Toughness

Section 18: Prospecting Best Practices

  • Topic 1Fanatical Prospecting Tips for Real Estate
  • Topic 2Why You Suck at Prospecting and What to Do About It
  • Topic 3Prospecting, Forecasting, and Building a High-Performance Culture (AUDIO)
  • Topic 4Jeb Blount and Conrad Bayer (Tellwise) Discuss Fanatical Prospecting

Section 19: Bonus Resources

  • Topic 13 Right Things Salespeople Should Be Doing
  • Topic 2Debunking the Myth - I'm Bad at Prospecting But Good At Closing
  • Topic 3How Sales Gravy Got Its Name
  • Topic 4The Biggest Mistake Salespeople Make in the Sales Process

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