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.
Chapter 6 “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: […]
Chapter 5 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, […]
Chapter 4 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 […]
Chapter 3 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 […]
Chapter 2 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 […]
Chapter 1 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. A Morning in Kingston, a Lifetime of Insight Picture this: sunrise over Kingston Harbour, reggae drifting from a battered radio, and a cloud of ripe‑fruit […]
