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“Selling to the wrong people wastes time. Success starts with finding the right prospects.” — Sell It Like a Mango, Donald C. Kelly
You can have the slickest pitch and the best‑priced product on the planet, but if you’re talking to people who don’t need what you sell, you’re stuck on a treadmill: lots of effort, no forward motion. Chapter 6 of Donald C. Kelly’s Sell It Like a Mango is a masterclass in stepping off that treadmill and walking straight toward the buyers who matter most. Below is a deeper dive—complete with real‑world tactics—to turn Kelly’s ideas into a prospect‑attraction engine for your own pipeline.
Kelly’s first directive is simple: define your Ideal Customer Profile (ICP)—the who behind every sales activity. An effective ICP goes beyond job title or industry:
Action step: Interview ten of your happiest customers. Extract the shared traits that made them easy to close and eager to renew. Those overlapping traits form the spine of your ICP.
Kelly warns that unqualified leads drain time, morale, and marketing dollars. Adopt a BANT‑plus framework:
Disqualifying politely is an act of respect—for both parties. “Not now” prospects often circle back when conditions change.
Generic pitches sound like spam, even when they land in the right inbox. Kelly’s antidote is pain‑first personalization:
Tip: Keep a spreadsheet of customer quotes and quantifiable wins. Swipe compelling lines into new outreach so every message feels both fresh and field‑tested.
Kelly advocates a multichannel hunt rather than a one‑channel blast:
Pro move: Track which channels create the fastest revenue cycles for each segment of your ICP. Double down on the winners; deprioritize vanity channels that only generate clicks.
Kelly’s mango anecdote is priceless: he ditched the bargain‑hunters and courted health‑conscious shoppers who appreciated organic produce. The result? Higher margins and lifetime value. Replicate that mindset:
When it’s finally time to talk contracts, you’re not a vendor—you’re a trusted advisor.
Thought for a couple of seconds
Common Prospecting Pitfalls & Quick Fixes
Spray‑and‑pray outreach: Too many reps blast the same generic email to every contact in their CRM. Flip the script by crafting each message as if it will be splashed across a billboard outside the prospect’s headquarters—personal, relevant, and impossible to ignore.
ICP drift: Over time, teams quietly veer away from their Ideal Customer Profile and start chasing any logo with a pulse. Prevent this by re‑auditing wins and losses every quarter and ruthlessly tightening your ICP to reflect the customers who actually convert and stay.
Skipping discovery: The temptation to demo first and diagnose later kills countless deals. Dedicate roughly 70 percent of your first call to uncovering pains, priorities, and decision dynamics, leaving only 30 percent for your solution overview.
Over‑qualifying: Hyper‑strict scorecards can boot good prospects before they have a chance to breathe. If a lead checks every must‑have box but misses a nice‑to‑have, keep moving forward—too much rigidity stalls momentum and starves the pipeline.
Quality beats quantity every single quarter. By sharpening your prospect lens—exactly as Donald C. Kelly prescribes—you’ll close bigger deals faster, protect your calendar from zombie leads, and build a pipeline that compounds. Stop selling mangoes to people who prefer apples; find the fruit lovers who crave exactly what you’re growing, and watch your orchard thrive.
Now ask yourself:
What will I do this week to get crystal‑clear on my ideal customer and start speaking directly to them?
You nailed the demo, sent a killer proposal—and then disappeared for a week. Sound familiar? In Chapter 5 of Sell It Like a Mango, Donald C. Kelly explains why that vanishing act quietly kills more deals than any pricing objection ever could. Success, he insists, goes to the professional who shows up today, tomorrow, and every day after that. Let’s unpack how unwavering consistency becomes your greatest trust‑builder and deal‑closer.
People buy from those they believe will still be around after the invoice is paid. When you appear regularly—whether through follow‑ups, content, or quick “just checking in” value drops—you signal reliability. Over time, that steady cadence turns prospects into partners.
Ask yourself: Would I trust a doctor who cancelled half my appointments? Your prospects feel the same about sporadic sellers.
One email won’t flip a deal, but 30 days of value‑rich touches move mountains. Each outreach:
Miss a day, and the flywheel slows. String consistent days together, and the pipeline hums on autopilot.
Kelly admits he once struggled to prospect consistently—until he installed a strict routine. Borrow the blueprint:
Execute this sequence before checking social feeds or internal chats. Finish, then let the rest of the day unfold.
Without tracking, consistency is just a vibe. Log calls, emails, LinkedIn touches—whatever counts as “showing up” in your world. Review the numbers weekly. Patterns will jump out:
Adjust, repeat, refine.
Some days you’ll book three meetings; others, you’ll collect polite rejections. Either way, honor the action:
Tiny dopamine hits keep the engine running when big wins lag behind.
Back when Kelly sold mangos, foot traffic ebbed and flowed. He fought the urge to pack up early on slow days. By showing up every afternoon without fail, he became a fixture. Shoppers learned they could count on him for fresh fruit at any hour, and word spread. The same principle scales to million‑dollar SaaS deals: persistence breeds reputation; reputation breeds revenue.
Remember: the marketplace seldom rewards the one‑hit wonder. It champions the professional who appears again and again, rain or shine, bringing value every single time. So set the alarm, open the CRM, and keep showing up—because consistency isn’t flashy, but it’s unstoppable.
Ask any top seller about their most humbling moments and you’ll hear a chorus of polite—and sometimes not‑so‑polite—“no thanks.” In Chapter 4 of Sell It Like a Mango, Donald C. Kelly reframes those stinging moments as stepping‑stones. Rejection, he insists, is rarely the end of a deal; more often, it’s an invitation to refine your timing, sharpen your message, and prove your staying power. Below is your playbook for turning every “I just don’t want your mango…right now” into tomorrow’s sweet sale.
Customers decline offers for dozens of reasons—budget cycles, competing priorities, plain old fatigue. The critical truth? Circumstances change. Your job is to remain top of mind so that when their timing aligns, your name surfaces first.
Rejection says nothing about your worth or competence. It simply indicates that, in this moment, your offer isn’t the perfect fit. Separating self‑esteem from sales outcomes is the first step toward handling pushback with grace.
Kelly’s mango‑stall example is gold: he thanked the passer‑by, smiled, and let them know he’d be around later. Hours later, they returned—proof that a gracious exit often re‑opens the entrance.
Even if they never buy, they’ll remember your professionalism—and might refer someone who will.
Persistence without a plan turns into pestering. Aim for helpful check‑ins that add value, not random “just circling back” messages.
Over time, these light touches build familiarity and trust without triggering annoyance.
Patterns reveal blind spots: maybe you’re calling at the wrong hour, pitching features instead of benefits, or targeting prospects who aren’t decision‑makers.
Kelly’s small victory—selling mangos to the once‑reluctant shopper—illustrates a broader truth: people buy from professionals who respect their timing and maintain a positive presence. When you practice empathetic persistence, you:
Next time a prospect says they don’t want your “mango” today, smile, thank them, and keep your stall stocked. The ripest sales often come to those who wait—patiently, professionally, and always ready to serve.
Your alarm pings at 6 a.m. You brew the coffee, open the CRM, and brace yourself for a fresh round of dials. But there’s a question humming beneath the surface of every task: Why are you doing this?
In Chapter 3 of Sell It Like a Mango, Donald C. Kelly argues that purpose isn’t a fluffy side note—it’s the hidden engine behind consistent, energized sales performance. When you connect each outreach, follow‑up, and proposal to a deeper why, routine transforms into mission work, and quotas become milestones on a much bigger journey.
Kelly reminds us that selling carries power: you’re helping people solve problems, protect dreams, or unlock opportunities. If that concept fires you up, good—lean into it. Viewing sales as a craft elevates everyday motions (research, discovery, negotiation) into artistry that can genuinely improve a customer’s life.
Ask yourself:
Tough quarter? Pipeline wobbling? A robust purpose keeps you climbing instead of coasting. Maybe your why is funding your child’s college education, proving something to yourself after a career pivot, or empowering small businesses in your community. Whatever it is, clarity here becomes jet fuel when motivation tanks.
Quick exercise:
A why that clashes with personal values is a motivational time bomb. If integrity, creativity, or social impact matter to you, weave them into your sales approach:
Purpose isn’t a framed quote gathering dust. Keep it alive:
Tell your manager, mentor, or peer squad what drives you. Public purpose creates gentle pressure to act in line with it. Plus, shared stories fuel team culture—everyone feels less like quota robots and more like mission partners.
Early in his career, Kelly’s numbers dipped and burnout flared. Instead of chasing hacks, he revisited his core: helping people solve problems and live better. With that north star, objections felt less personal, follow‑ups gained warmth, and consistency returned. The by‑product? A surge in closed deals and repeat customers.
The next time you open the CRM, remember: you’re not just entering leads—you’re stepping onto the stage of a mission only you can fulfill. Let that truth spark a little extra fire in every conversation, and watch the results (and the satisfaction) follow.
In Chapter 2 of Sell It Like a Mango, Donald C. Kelly turns the classic sales stereotype on its head. Selling, he argues, isn’t a slick game of persuasion—it’s an act of service. When you approach every conversation as a chance to solve problems and create value, quotas follow naturally. Below is a practical deep‑dive into this “service‑first” philosophy and how you can bake it into your daily routine.
Most resistance disappears the moment prospects feel heard. Swap the question “How can I land this deal?” for “How can I make this person’s life easier?” The mental shift is subtle but powerful:
Kelly’s mango‑stall lesson is timeless: customers paid more once they understood the fruit was fresher, sweeter, and hand‑picked at dawn. Translate that to your world:
Trust compounds. Each transparent interaction becomes a deposit in your “credibility bank.” Build it through:
A “no” is rarely about you. It’s data:
Morning Mindset Check
Throughout the Day — Empathy Breaks
End‑of‑Day Value Audit
Early on, Kelly pushed “buy three, get one free” deals and met walls of indifference. Everything changed when he:
Revenue spiked, but—more importantly—loyal regulars and word‑of‑mouth took off.
Shift your lens from “closing deals” to “opening relationships,” and you’ll discover what Donald C. Kelly did on that mango stand: when you serve first, sales become the natural—almost inevitable—by‑product.
How a childhood of mango hustles became a masterclass in modern selling— and how you can tap the same island‑forged mindset to land (and keep) your dream customers.
Picture this: sunrise over Kingston Harbour, reggae drifting from a battered radio, and a cloud of ripe‑fruit aroma floating through the open‑air Coronation Market. Vendors cry “Mango! Sweet mango!” while weaving through the crush of commuters. That rambunctious scene, etched into Donald C. Kelly’s memory, is more than nostalgia—it’s the crucible where his sales philosophy was born.
In Chapter 1 of Sell It Like a Mango, Kelly peels back the layers of island life to reveal a universal truth: sales mastery isn’t bestowed by fancy tech or slick scripts. It’s forged by resilience, resourcefulness, and relentless human connection.
Below, we translate his Jamaican street‑smarts into an action‑packed playbook you can deploy whether you’re closing SaaS deals on Zoom or pitching investors in a glass‑boxed boardroom.
In Jamaica, everyone sells—kids peddle bagged peanuts at traffic lights, grandmothers hawk jerk chicken from makeshift grills, teens flip phone top‑ups on the sidewalk. Competition is brutal, margins razor‑thin, but quitting is never an option. Kelly’s takeaway:
“If you can’t find a door, build one out of scrap wood—and charge admission.”
Action Upgrade
Limited cash, wobbly infrastructure, unpredictable supply chains—Jamaican sellers still thrive by stretching every asset. Kelly recalls taping broken crate slats into display tables or turning discarded cardboard into hand‑painted signs that popped brighter than printed banners.
Action Upgrade
In tight‑knit Jamaican communities, word‑of‑mouth can feed—or finish—you. Vendors remember customers’ kids’ names, save the sweetest Julie mangoes for loyal regulars, and chalk up IOUs for neighbors short on change. Trust, not price, determines who earns tomorrow’s sale.
Action Upgrade
Tropical downpour? Market suddenly shuts. Tourist cruise delayed? Foot traffic tanks. Successful sellers swivel fast—relocating stalls, bundling rainproof tarps with mango bags, or livestreaming flash sales to WhatsApp groups.
Action Upgrade
Kelly watched vendors rebound from theft, hurricanes, and economic slumps. Their secret? Detach self‑worth from single outcomes. If today flops, tomorrow’s sunrise resets the score.
Action Upgrade
Rejection
Street‑Smart Reframe: “Another stall’s mango wasn’t your taste? Sample mine!”
Quick Fix: Track rejections; celebrate hitting weekly “no” quota.
Impostor Syndrome
Street‑Smart Reframe:“I know my fruit, and I’ll prove it.”
Quick Fix: Build a personal wins doc—refresh before calls.
Next‑Step Paralysis
Street‑Smart Reframe: “When in doubt, pitch the first passerby.”
Quick Fix: Set a one‑action rule: Never end a touchpoint without suggesting the next calendar step.
When a big grocery chain opened near Kelly’s neighborhood, locals predicted doom for corner fruit stalls. One vendor, Ms. Thompson, refused to fold. She:
1. Segmented customers (busy commuters vs. weekend bargain hunters).
2. Bundled fruit cups for commuters—premium price for cut‑up convenience.
3. Offered recipe cards to weekenders, nudging larger mixed‑fruit purchases.
Within months she’d matched her pre‑supermarket revenue—proving that agility and intimacy can outplay brute retail muscle. Kelly now cites her as the epitome of “sell it like a mango.”
1. Audit one touchpoint this week for deeper personalization.
2. Run a constraint sprint—ship a campaign using only no‑cost tools.
3. Schedule a resilience ritual—finish each day noting one learned lesson.
Sound Off: What’s your favorite “street‑smart” sales trick? Drop it in the comments!
Stay Sharp: Subscribe to get weekly pipeline hacks straight from the Caribbean‑bred playbook—no spam, just sun‑soaked strategy.
Share the Wealth: Found this helpful? Pass it to a teammate who could use a mango‑sized mindset boost.
Because whether you’re slinging fruit under tin roofs or software from a WeWork booth, one truth remains: opportunity belongs to the bold, the creative, and the eternally resilient.
Every salesperson hits a slump at some point: leads dry up, deals stall out, and the dreaded end-of-quarter panic sets in. According to Chapter 23 of Fanatical Prospecting by Jeb Blount, there’s one critical question you must ask yourself to break free from this cycle:
“Are you prospecting enough?”
Prospecting is the fuel that drives your sales engine. When you’re diligent and consistent, you’ll always have new opportunities in your pipeline. But when you neglect prospecting—even briefly—you’ll find yourself scrambling to hit your numbers. Below, we break down why prospecting is the cornerstone of sales success and how to ensure you’re doing enough of it.
Your Pipeline Depends on It
A steady stream of new leads guarantees that you’re always working deals—rather than experiencing the ups and downs of a feast-or-famine cycle.
More Prospecting = More Opportunities
Sales is, in many ways, a numbers game. The more people you reach out to, the higher your chances of finding those who need your product or service.
Consistency Beats Intensity
Making 100 calls one day won’t fix the problem if you do zero calls the next. A reliable, daily cadence pays off more than big but sporadic bursts of activity.
1. The Prospecting Law of Averages
Chances are, only a fraction of your outreach attempts will convert into a meeting, and an even smaller fraction will turn into a sale. That’s normal. The good news is that with enough volume, you’ll stack the odds in your favor.
2. Pipeline Problems Are Prospecting Problems
If your pipeline looks weak, it’s almost always a reflection of insufficient prospecting activity. Before you blame the market or your product, first check how often—and how consistently—you’re prospecting.
3. The Magic of Compounding Effort
Success isn’t built in a day. Small, consistent actions accumulate over time. By making prospecting a daily priority, you plant seeds that can sprout into future opportunities.
4. Focus on What You Can Control
You can’t control how every prospect will respond, but you can control how many people you contact, how often you follow up, and how diligently you track your progress.
Set Daily Prospecting Goals
Whether it’s making 30 calls, sending 20 emails, or booking 5 appointments, be explicit about what you plan to achieve each day.
Time Block for Prospecting
Schedule prospecting blocks on your calendar—just like you would for client meetings. This creates a protected time slot so you can’t use the “I’m too busy” excuse.
Track Your Activity
Use a CRM or a simple spreadsheet to monitor your outreach. Seeing daily numbers in black and white keeps you accountable.
Stay Disciplined
Prospecting isn’t always glamorous. On tough days, you’ll be tempted to push it aside. Remember: discipline is what sustains you when motivation wanes.
Prioritize Quality and Quantity
Don’t dial numbers at random just to hit a quota. Target the right prospects, but maintain a high level of activity. Striking this balance is where you’ll see the best returns.
Overcomplicating Prospecting
Perfect scripts and flawless presentations matter, but not as much as simply picking up the phone or sending the email. Action trumps perfection.
Neglecting Follow-Ups
Most deals are closed during follow-up conversations. If you only contact a prospect once, you’re leaving money on the table.
Focusing Solely on Results
Results are a lagging indicator; activity is a leading one. Stay consistent in your efforts, and over time, the results will follow.
A salesperson on our team was missing monthly quotas and complained about a “lack of good leads.” By reevaluating their prospecting process, we discovered they were only making around 15 calls per day—and often skipping days entirely.
Solution:
1. Daily Goal: They set a target of 40 calls per day.
2. Time Blocking: They dedicated two 90-minute blocks each day purely to outbound calls.
3. Tracking: They recorded each call and its outcome in the CRM to spot patterns and track improvements.
Outcome: Within two months, their pipeline grew by 50%, resulting in higher revenue and a much healthier funnel. The answer to their sales problem truly was more prospecting.
Prospecting Is Non-Negotiable
No matter your talent or product quality, you can’t close deals without new leads entering the pipeline.
Success Lies in the Numbers
High-volume outreach almost always correlates with strong pipelines and consistent wins.
Discipline Is the Key
Making prospecting a daily habit—regardless of your mood or last month’s success—ensures long-term stability and growth.
1. Are you prospecting enough to consistently fill your pipeline?
2. How can you increase your daily prospecting activity without sacrificing quality?
3. Are you tracking your efforts to ensure accountability and make data-driven improvements?
Remember: The real question behind every pipeline shortfall or slow sales quarter often comes down to this—“Are you prospecting enough?” If the answer is no, now’s the time to ramp up your efforts. If the answer is yes, keep doing the work and watch the magic of consistent effort pay off.
Sometimes, just a few simple words can completely reshape how we see the world. In Chapter 22 of Fanatical Prospecting, Jeb Blount shares eleven such words that hold the power to change careers, fortunes, and mindsets:
“If it is to be, it is up to me.”
This statement of personal accountability cuts through excuses, energizes our efforts, and places us firmly in the driver’s seat of our own success. Let’s dive into how this mindset revolutionizes your approach to sales, prospecting, and life.
1. You Control Your Success
Blount’s mantra underscores the concept that you—and you alone—are responsible for your results. While external circumstances play a role, your response and daily actions determine whether you sink or swim.
2. Accountability Drives Results
The top performers in sales aren’t passively waiting on luck. Instead, they invest time, energy, and discipline into their prospecting activities every single day. They hold themselves accountable when they fall short—and celebrate progress when they see wins.
3. Ownership Spurs Growth
By adopting an ownership mindset, you stop seeing challenges as roadblocks and start seeing them as opportunities. Each setback becomes a chance to improve. Each “no” becomes a lesson rather than a dead end.
Own Your Effort
True results in sales stem from a tireless commitment to consistent action—especially on the days it feels impossible.
Eliminate Excuses
External factors may influence outcomes, but when you focus on what you can do instead of placing blame, you regain your power.
Set High Standards for Yourself
It’s easy to hold others to high standards, but turn that same lens inward. Are you living up to your own expectations?
Take Responsibility for Your Goals
While managers, mentors, and resources can help, no one else is responsible for hitting your numbers. It’s on you.
Stay Positive and Persistent
A positive outlook fuels action. Coupled with persistence, this can break through the toughest prospecting hurdles.
How to Apply This Mindset in Prospecting
Set Daily Goals
Success starts with clarity. By defining manageable daily goals—like a certain number of calls or emails—you give yourself targets to aim for every single day.
Track Your Progress
Measuring your activity isn’t just about numbers; it’s about awareness. Knowing exactly how many calls you made or appointments you set reveals patterns in your efforts.
Focus on What You Can Control
You can’t directly control whether prospects say “yes,” but you can control how many people you reach out to, how prepared you are, and how you follow up.
Celebrate Your Wins
Did you secure an appointment or gather insightful information that might lead to a sale later? Acknowledge it. Small victories keep motivation high.
Embrace a Growth Mindset
Sales is a dynamic process—there’s always a new method to master or a different angle to explore. With a growth mindset, every challenge is a chance to learn.
Blaming Others or Circumstances
It’s tempting to blame the economy, your product, or your manager. But complaining doesn’t set meetings—action does.
Waiting for Motivation
Passion wanes. Inspiration fades. The best way to spark motivation is by taking action first and letting momentum propel you forward.
Neglecting Accountability
Without accountability, even the best strategies falter. Whether it’s a self-assessment or tracking software, find ways to keep yourself honest.
A salesperson on our team consistently missed weekly prospecting goals. Feeling demotivated, they adopted the mantra, “If it is to be, it is up to me.” Instead of blaming the market, competitors, or prospects, they:
Set Clear Daily Goals: They aimed for 25 calls and 10 emails every day.
Tracked Progress: A simple spreadsheet revealed when they were slacking—and helped them see improvements.
Focused on Effort: Rather than obsess over outcomes, they put energy into the process.
Within a month, their performance soared, leading to a 20% increase in the number of appointments set. That’s what ownership can do.
Accountability Is Empowering
Far from being a burden, accountability puts you in control. Your future is in your hands.
Discipline Fuels Progress
You’ll have tough days. Show up anyway. Over time, consistent effort compounds into big wins.
Mindset Shapes Results
Embracing an “I am responsible” perspective transforms the actions you take—and the outcomes you get.
Are you taking full responsibility for your prospecting results?
What daily habits can you implement to stay consistent and disciplined?
How can you shift your thinking from “I can’t because…” to “What can I do differently?”Remember: If it is to be, it’s up to you. By taking ownership of your activities, maintaining a positive attitude, and staying consistent—even when it’s tough—you’ll be unstoppable in your prospecting journey. Keep this mantra front and center, and watch your results skyrocket.
Prospecting is the lifeblood of sales success—but it can be grueling. The constant rejection, the occasional awkward conversation, and the daily grind of phone calls and emails often feel like an uphill battle. In Chapter 21 of Fanatical Prospecting, Jeb Blount highlights that what sets top performers apart is mental toughness. Their ability to bounce back from setbacks and keep pushing forward enables them to thrive—no matter the challenges thrown their way.
Below, we’ll explore why resilience is the ultimate sales superpower, how mentally tough salespeople operate, and how you can develop your own “never-say-die” mindset to excel in your prospecting efforts.
Sales Is Full of Rejection
The odds are rarely in your favor in prospecting. You’re going to hear “no” more often than you hear “yes.” This is a natural part of sales, yet it can crush the spirit of unprepared or overly sensitive salespeople. Mentally tough reps, however, treat “no” as merely another step on the path to “yes.”
Consistency Wins the Day
When you develop mental toughness, you become consistent in your prospecting efforts. Tough times no longer derail your progress; you continue to make your calls, set appointments, and cultivate relationships regardless of how many setbacks you face. This daily consistency is the key differentiator between mediocre and standout performers.
Focus on the Goal
Mentally tough sellers stay laser-focused on their long-term goals—even when short-term results fall short of their expectations. They see each challenge as an opportunity to refine their approach, sharpen their skills, and emerge stronger than before.
Optimism
Belief in the potential for success—even when doors are repeatedly slammed in your face—can sustain you through difficult days. Optimistic reps approach each prospect with fresh energy and enthusiasm.
Self-Discipline
It’s easy to let discomfort or discouragement derail a prospecting plan. But mental toughness means doing the work, especially when you don’t feel like it. The ability to follow through on your prospecting schedule is the hallmark of discipline.
Adaptability
Failure or rejection doesn’t mean the journey is over—it means it’s time to adjust. Mentally tough individuals glean insights from each failure, refine their techniques, and move forward.
Emotional Control
Frustration and stress are inevitable. The question is: do you let them consume you and sabotage your confidence, or do you channel them productively? Mentally tough people stay composed and focused under pressure.
Goal Orientation
Having compelling, measurable goals keeps you motivated. When short-term results disappoint, your broader vision powers you through. “I have a quota to hit—every call counts.”
Embrace the Grind
Sales isn’t glamorous all the time. Prospecting is usually repetitive and hard. Accept that this grind is the process; it’s how you ultimately reach sales success.
Reframe Rejection
Stop personalizing rejection. Instead, recognize that each “no” moves you closer to a “yes.” Mentally tough salespeople see every brush-off as “progress,” rather than proof they’re not cut out for this work.
Celebrate Small Wins
When you book an appointment or make it through a particularly challenging round of calls, pause briefly to acknowledge the success. Small, positive reinforcements keep you energized and confident.
Build a Support System
Seek out mentors, peers, and managers who encourage you. Sales can be lonely, but you don’t have to go it alone. Share ideas, celebrate each other’s successes, and turn failures into lessons for the whole team.
Practice Self-Care
Your physical and mental well-being lay the foundation for mental toughness. Regular exercise, sufficient sleep, and time off to recharge are crucial. You’re not a machine—treat yourself like a human with limits that need respect and care.
Fear of Rejection
The first step is acknowledging you’re afraid. Then, remind yourself that every top sales rep has been rejected thousands of times. It’s baked into the profession. They succeed because they learn to detach emotionally from the “no” and keep moving.
Burnout
Long hours, constant calls, and repeated setbacks can wear anyone down. Break your day into focused sprints and schedule pockets of rest. Even a few minutes of stepping away from the phone or desk can re-energize you.
Negative Self-Talk
Your mind is your most powerful ally—or your worst enemy. Counteract negativity with affirmations. When you catch yourself thinking, “I can’t do this,” replace it with, “I’m learning and improving every single day.”
Real-Life Example
A salesperson at our company recently suffered repeated rejections for a week and lost confidence. To rebuild momentum:
1. They set a small, achievable goal: 20 calls a day.
2. They practiced positive self-talk and celebrated the moment they secured even one appointment.
3. They leaned on the team: joining weekly meetings, sharing experiences, and learning from each other’s strategies.
After just two weeks of following this plan, their confidence soared back—and they exceeded their prospecting goals.
Rejection Is Temporary
It stings in the moment, but it’s short-lived. Growth comes from stepping out of your comfort zone and learning from each “no.”
Discipline Drives Success
It’s not the big flashy moves that make a sales champion; it’s showing up day after day with consistent effort, even when you don’t feel like it.
Mental Toughness Can Be Cultivated
You’re not simply born with grit—you develop it through intentional practice, self-reflection, and perseverance.
Mental toughness isn’t about ignoring your feelings or never getting discouraged. It’s about developing the resilience to power through the challenges that derail most people. By embracing the grind, staying optimistic, and surrounding yourself with a strong support system, you turn every setback into a stepping stone toward greater sales success.
Ask Yourself
1. How do you respond to rejection?
2. What habits or routines keep you consistent and motivated?
3. Are you taking time to celebrate small wins along the way?
Building mental toughness isn’t a quick fix—it’s a long-term investment in your career. But once you master it, you’ll find yourself better equipped to conquer the inevitable highs and lows of prospecting and ultimately become the kind of salesperson who hits goals and rises above every obstacle.
In Chapter 20 of Fanatical Prospecting, Jeb Blount highlights one of today’s most effective but often underutilized prospecting channels: text messaging. While emails can go unread and phone calls can be screened, texts cut through the clutter with near-instant visibility. Yet, tapping into this powerful medium requires a delicate balance of brevity, relevance, and respect for your prospect’s boundaries.
High Open and Response Rates
Text messages are typically opened within minutes, far outpacing many other communication channels.
Personal Touch
Texting feels more direct and personable. When used correctly, it can foster a deeper sense of connection and urgency.
Speed and Convenience
Most people have their phones within arm’s reach. Texts allow for quick back-and-forth conversations without the formality of an email or the interruption of a phone call.
Appointment Reminders: A short, friendly reminder ensures fewer no-shows.
Follow-Ups: If a prospect has gone quiet, a text can nudge them back into the conversation.
Quick Updates: Meeting changes, location details, or a timely insight can all be shared via text.
Personal Touchpoints: A congratulatory note or a simple “Happy Holidays!” can strengthen relationships.
Be Brief
Texts should be concise. Aim for one or two sentences that quickly convey your message.
Use a Friendly Tone
While still maintaining professionalism, let your text be casual and approachable. Texting is inherently more informal than email.
Add Value
Each text should have a clear purpose—whether it’s to confirm an appointment, share an article, or offer a quick tip.
Include a Clear CTA
Guide the prospect toward a specific action. For example: “Does next Tuesday at 10 a.m. work for you?”
Respect Boundaries
Avoid texting too frequently, and be mindful of sending messages too early in the morning or late at night.
Overloading with Information: Texting isn’t the channel for lengthy updates or comprehensive pitches.
Being Too Formal: An overly stiff tone can feel out of place and may discourage a quick reply.
Overuse or Spamming: Bombarding prospects with frequent, unsolicited messages can quickly erode trust.
Examples of Effective Text Messages
Confirming an Appointment
“Hi [Name], confirming our meeting tomorrow at 3 PM. Excited to share some new insights on [topic]. Let me know if anything changes!”
Re-Engaging After No Response
“Hi [Name], following up on my last email—any chance we can connect this week to discuss [specific benefit]? Let me know what works for you!”
Sharing Value
“Hi [Name], I found an article about [topic] that might interest you. Let me know what you think!”
Challenge
A salesperson was losing touch with prospects after initial calls. Follow-up emails often went unanswered.
Solution
Outcome
Follow-up response rates increased by 40%, leading to better attendance at scheduled meetings and more opportunities moving forward.
Supplement, Don’t Replace
Text messaging should complement your existing prospecting strategy—calls, emails, and in-person meetings.
Short and Sweet
Brevity is the essence of effective texting. Provide immediate value and a clear next step.
Respect the Relationship
Maintain professionalism, avoid excessive contact, and always consider the prospect’s comfort level.
Text messaging offers a unique advantage in prospecting: it’s direct, immediate, and personal. When used thoughtfully—whether it’s a quick reminder, a touchpoint to reignite dialogue, or a valuable insight—texts can significantly enhance your outreach strategy. Just remember Blount’s key message: keep it short, relevant, and respectful. That way, your text won’t just be read—it’ll prompt action and strengthen your relationship with the prospect.
Ask Yourself
Have I incorporated text messaging into my follow-up routine?
Am I keeping messages short and valuable, or am I overloading prospects?
Do I have a clear call-to-action every time I reach out?
With these guidelines in place, you’ll be well on your way to transforming simple text messages into a powerful prospecting tool.
In Chapter 19 of Fanatical Prospecting, Jeb Blount zeroes in on one of the most accessible yet challenging channels in sales: email prospecting. Emails are easy to send but even easier to ignore—our inboxes overflow with spam, irrelevant messages, and one-size-fits-all templates. Blount’s insights equip you to cut through the noise and connect with prospects in a way that sparks not just opens, but genuine engagement.
1. Reach Without Intrusion
Unlike a phone call that can interrupt your prospect’s day, emails allow them to respond on their own time. This non-intrusive medium increases the likelihood of a fair read—if you can capture their attention.
2. Scalable and Trackable
Email prospecting lets you reach more people with less time investment than phone calls. Plus, you have a digital paper trail of your conversations and can easily track open rates, click-throughs, and responses.
3. Competitive Environment
Most inboxes are flooded with messages daily. Standing out requires strategy, creativity, and empathy toward the recipient’s perspective.
Compelling Subject Line
Your subject line is the “gatekeeper.” If it’s too vague or salesy, your email will get trashed. Keep it short, specific, and relevant to the prospect’s interests or needs.
Personalization
Always use the recipient’s name. Reference their company, industry, or a recent achievement. Show you understand their challenges—it proves you’ve done your homework.
Value-Driven Content
Focus on how you can help the reader solve a problem or achieve a goal. Speak to their pain points or aspirations, rather than listing features or benefits of your offering.
Clarity and Conciseness
Write in short paragraphs; avoid lengthy blocks of text. Keep your email skimmable—recipients should understand the main message at a glance.
Strong Call-to-Action (CTA)
Tell them exactly what the next step is—scheduling a call, replying with questions, or downloading a resource. Make your CTA easy to follow. The simpler the request, the more likely they are to do it.
Research Your Prospect
Learn about their company, role, and possible pain points. This helps you craft a message that resonates.
Hook Them in the First Line
Grab their attention immediately. A relevant stat, a recent news item about their company, or a compelling question can entice them to read on.
Focus on the Prospect’s Pain Points
Show you’re aware of their challenges and have ideas to solve them. Prospects are more likely to respond when they see direct relevance to their needs.
Use Simple, Direct Language
Keep jargon to a minimum. Write as if you’re speaking to them one-on-one—conversational, respectful, and clear.
Test and Optimize
A/B Test different subject lines, email lengths, and CTA styles. Track metrics to see what resonates best with your audience and refine as you go.
Generic Templates: Sending the same text to everyone comes across as impersonal and spammy.
Information Overload: Too many details can overwhelm. Lead with a teaser of value, then engage further down the line.
Weak or Missing CTA: If you don’t guide the prospect toward a clear action, they’re likely to move on—or simply hit delete.
Challenge
A salesperson was blasting out long, generic emails—and getting equally dismal results.
Solution
Outcome
Response rates jumped by 30%, which led to more meeting bookings and, ultimately, more deals closed.
Emails Are for Engagement, Not Information Dumps
The best emails create curiosity and prompt replies, rather than trying to say everything at once.
Personalization Is the Secret Sauce
References to a prospect’s company, challenges, or recent achievements help you stand out from generic spam.
Simplicity = Success
The clearer your message and CTA, the more likely your prospect is to take the next step.
Ask Yourself:
Are you genuinely personalizing your emails or just tweaking the first sentence?
Do your subject lines entice people to open, or do they scream ‘sales pitch’?
Is your CTA crystal-clear and actionable?
When you answer these questions honestly and optimize your strategy, your emails won’t just sit unopened—they’ll spark conversations, relationships, and results. E-mail prospecting is more than hitting “send” on a template. It’s an art that combines empathy, research, and compelling writing to capture and keep a prospect’s attention. By applying the principles Jeb Blount outlines in Chapter 19—crafting great subject lines, personalizing content, and including a strong, simple call-to-action—you can create emails that not only get opened but also drive meaningful engagement.
In Fanatical Prospecting Chapter 18, Jeb Blount spotlights one of the most timeless and effective sales approaches: meeting prospects face-to-face. While digital channels and phone calls can be efficient, there’s an irreplaceable impact that comes from a genuine handshake, a warm smile, and real human connection. If you’ve ever been to a networking event or had an impromptu chat that turned into a sales opportunity, you already know how powerful in-person prospecting can be.
1. Human Connection Builds Trust
People are naturally drawn to genuine conversation and connection. Seeing facial expressions, hearing tone of voice, and observing body language all contribute to a deeper sense of rapport.
2. Body Language Speaks Louder Than Words
Eye contact, a firm handshake, and a confident posture send strong signals about your credibility and approachability. These non-verbal cues can’t be fully replicated through emails or phone calls.
3. Personal Interactions Stand Out
In today’s digital world, meeting someone in person is memorable. Prospects are more likely to recall a face-to-face conversation, setting you apart from the endless stream of digital pitches.
1. Prepare Ahead of Time
Whether attending a conference or planning a drop-by visit, research is crucial. Understand the event’s purpose, scope, and attendees. Identify potential prospects and develop conversation starters or relevant insights.
2. Make a Strong First Impression
3. Start with Value
Lead with how you can help. Rather than launching into a pitch, ask about their goals or challenges, and share a quick insight that aligns with what they care about.
4. Listen Actively
The best salespeople are often the best listeners. Show genuine interest by asking follow-up questions and affirming their points. This demonstrates respect and builds trust.
5. Be Memorable
Leave them with a nugget of value—maybe an insightful statistic, an engaging story, or a tip they can apply right away. This creates a stronger impression that sets the stage for future conversations.
6. Follow Up Promptly
Collect business cards or contact information and reach out within 24-48 hours. Whether you send a personalized email or schedule a quick call, prompt follow-up shows professionalism and keeps the conversation moving.
1. Networking Events
Industry-specific gatherings offer a chance to meet people who share similar interests or challenges.
2. Trade Shows and Conferences
Attendees are often looking for new ideas and solutions, making these events prime grounds for meaningful conversations.
3. Drop-By Visits
Sometimes, a spontaneous visit to a prospect’s office can lead to an unexpected yet fruitful meeting.
4. Community Events
Local meetups, fundraisers, or social gatherings can be great places to form connections in a more relaxed atmosphere.
1. Being Overly Salesy
Pushy pitches can drive prospects away. Focus first on building a relationship and understanding their needs.
2. Neglecting Preparation
Walking into an event without knowing who’s attending or why they’re there diminishes your impact.
3. Forgetting to Follow Up
A great in-person encounter loses its value if you don’t maintain the connection afterward.
Challenge
A salesperson felt awkward and unprepared at networking events, often leaving without forging any meaningful connections.
Solution
Outcome
This shift in strategy led to stronger connections and three new meetings, one of which turned into a closed deal within a few weeks.
1. Preparation Equals Confidence
Research the event, anticipate questions, and know your audience to make every face-to-face meeting count.
2. Focus on Relationships, Not Sales
In-person prospecting is about building trust and rapport first. Sales conversations flow more naturally afterward.
3. Be Proactive About Follow-Up
A timely, personalized follow-up can solidify the relationship and move it toward a business opportunity.
In-person prospecting is a timeless strategy that remains highly effective in our digital age. By combining genuine interest, thoughtful preparation, and a heartfelt follow-up, you can forge connections that translate into lasting partnerships. Next time you attend a conference or meet a potential client in person, remember the power of a handshake, a smile, and a genuine desire to help.
When you stand face-to-face with a prospect, you do more than just communicate—you connect. And in sales, that human connection can be the difference between being easily forgotten and being the one who closes the deal.
