Chapter 23

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.

Why Prospecting Matters Most

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.

Key Lessons from Chapter 23

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.

How to Ensure You’re Prospecting Enough

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.

Common Mistakes to Avoid

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.

Real-World Example

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.

Key Takeaways

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.

Ask Yourself

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.