Book Club Discussion – Fanatical Prospecting by Jeb Blount

Prospecting—it’s the one thing that every business needs, but few people truly enjoy. Whether you’re a seasoned sales professional or just getting started, chances are you’ve had moments where you dreaded making that next call or sending that next message. In aviation, where relationships last decades and deals can take years to close, prospecting isn’t about pushing for a sale—it’s about building connections that matter. In this session, we dive into our takeaways from Fanatical Prospecting, sharing practical insights, personal experiences, and industry-specific strategies for making prospecting work in aviation. Stick around—you might just pick up the one idea that transforms your approach!

0:00:00 – Welcome & Introduction – Why prospecting is essential but often dreaded

0:00:55 – Meet the Team – Introductions from Paula, John, Angel, Ali, and Dan

0:02:12 – First Impressions of the Book – Paula’s initial skepticism and insights

0:03:41 – The Aviation Industry Difference – Why prospecting in aviation is unique

0:04:29 – The Longest Sales Cycle – A real-life example of an 8-year prospecting journey

0:06:11 – Mindset & Prospecting – Overcoming the fear of outreach

0:07:28 – Inbound vs. Outbound Marketing – Why both strategies matter

0:08:53 – Social Selling & Personalization – How the pandemic changed outreach

0:10:36 – Dealing with Interruptions & Fear of Rejection – The psychology of making the first move

0:14:58 – Paula & John’s Coffee Story – A real-world example of persistence in prospecting

0:20:18 – The 90-120 Day Rule in Aviation – Why aviation prospecting takes longer

0:22:12 – Building Relationships Over Time – How past connections become future clients

0:24:20 – Why Face-to-Face Matters – The power of in-person meetings

0:26:10 – Using LinkedIn for Networking – Keeping your profile updated for unexpected opportunities

0:27:48 – Retail vs. Aviation Sales – Why aviation prospecting is different

0:30:12 – Overcoming Fear in Prospecting – Personal strategies for handling rejection

0:36:10 – Handling Unresponsive Prospects – When to follow up and when to move on

0:38:11 – Precision Over Volume – The sniper vs. shotgun approach in aviation marketing

0:41:20 – Holding Patterns in Prospecting – Keeping warm leads engaged without being pushy

0:45:48 – Lessons from the Book & Final Thoughts – Key takeaways and real-world applications