Fanatical Prospecting Training Curriculum 

Fanatical Prospecting is our master class on on sales prospecting and productivity.

Based on Jeb Blount’s mega best seller by the same name, the Fanatical Prospecting system in leveraged by organizations across virtually every industry. Our trainers have delivered the Fanatical Prospecting coursework to sales teams in more than twenty countries on six continents.

This high impact, comprehensive training system is focused on developing competencies for sales prospecting, time management, productivity, and pipeline discipline.

Fanatical Prospecting teaches a comprehensive system for sales prospecting. This course builds the core competencies for top of funnel activity, sales productivity, time and territory management, objection handling, and targeting. It arms your sellers with easy to deploy sales prospecting frameworks,  a multi-channel, balanced prospecting methodology, powerful messaging that grabs the attention of the most coveted prospects, and objection handling techniques that give them the confidence to effectively fill the pipeline with high-quality prospects.


Course length may expand or contract depending on prospecting channels covered and customization for your unique situation.

In-Classroom: One to two days (depending on modules covered). The interactive classroom based course is heavy on experiential learning and includes exercises, role-plays, group break-outs, live prospecting blocks, and hands-on instructor coaching.

Virtual Classroom: Approximately 16 – 30 Hours of Coursework (depending on modules covered) – Including Eight One Hour Live Sessions

Self-Directed: Approximately 30 Hours of Online Coursework and Offline Activities


  • Fanatical Prospecting Mindset
  • Emotional Self-Control
  • Leveraging Human Influence Frameworks
  • Pipeline Discipline
  • Time Discipline, Calendar Management, and Time Blocking
  • Attention Control and Focus
  • Territory Discipline and Daily Cadence
  • CRM Discipline
  • Effective Messaging – Developing and Delivering an Effective Sales Story
  • Lead and Prospect Qualifying and Segmentation
  • Effective Targeting and List Building
  • Strategic Pursuit Planning and Sequencing
  • Telephone Prospecting Effectiveness
  • Leaving Effective Voice Mail Messages
  • Prospecting Objection Handling
  • Handling Gate Keepers
  • Email Prospecting and Message Development Effectiveness
  • LinkedIn Prospecting and Social Media Efectiveness
  • Generating Referrals
  • In-Person (Face to Face) Prospecting Effectiveness
  • Text Message Prospecting Effectiveness
  • Complex Account Prospecting Strategies
  • Account Based Prospecting


  • Participant Workbook
  • Self-Directed Video Based Modules
  • Access to the Sales Gravy University Online Learning Platform (ask about our custom branded learning portals)
  • Coaching Guides for Sales Leaders
  • Four One-Hour, Post Course, Anchor Sessions with a Master Trainer in our Virtual Classroom

Flexes to Adult Learning Preferences

The training media, educational design, and delivery flexes to adult learning preferences and are responsive to multigenerational learning styles.

We employ an active learning methodology that blends interactive instruction with experiential learning elements, practice cases, and role-playing scenarios to create reference experiences that anchor key concepts and make training stick.

We offer multiple delivery options that flex to your organizational needs, training budget, learners, and learning preferences. All training programs are delivered by our master certified trainers or may be licensed and delivered by your learning and development team.


Because Fanatical Prospecting Boot Camp is highly interactive and skills are developed through doing and coaching, it is most effective when delivered in a classroom environment.


When your team is spread out geographically or the costs of brining everyone together are too high, remote learning programs are an excellent option. With this option, the course is facilitated by one of our master trainers, once a week, over eight sessions, in a virtual classroom. The live sessions are supplemented with self-directed video based modules, individual exercises, and discussion groups.


We offer a comprehensive self-directed, Fanatical Prospecting e-learning course that includes training videos, visual learning elements, reading, audio, off-line assignments, and assessments. The online, self-directed coursework may be used as a supplement for classroom based learning or as a stand-alone. Learners may access the online course on the Sales Gravy University platform, on a private, branded learning portal we build for you, or on your company LMS (we provide you with the SCORM package).


Should you have in-house trainers and prefer that your own team deliver the training, you may license this program. We will train and certify your trainers and supply all of the course material. Give us a call at 1-844-447-3737 to learn more about our innovative licensing options.


This course is designed for all sales professionals who are responsible for outbound prospecting, inbound lead follow up, and top of funnel activities. It is appropriate for both inside and field sales roles and is applicable across B2B and B2C. The course may be modified to include only the sales prospecting channels available to your sales team.

This course may be fully customized for your company, learner segment, and defined sales process. Modules may be grouped, adjusted, or removed as needed. Call 1-844-447-3737 for more information on curriculum customization.


Most training companies deliver generic training out of an off-the-shelve box. They expect every company to fit neatly into this generic box. This is why participants don’t find the training content (or facilitators) credible, training often fails to deliver the outcomes you expect, concepts don’t stick, behaviors don’t change, and you don’t get a fair return on your training investment

At Sales Gravy, we are known for our ability to speak our customers’ language and customize and shape training around each client’s unique situation and culture.

When training curriculum is developed in your language, integrates into your defined sales process, and addresses your unique challenges and go-to-market strategies, participants are more engaged, assimilate the training content faster, and skills stick over the long haul.

The Results:

  • Engaged learners
  • Long-term behavior change
  • Significantly higher return on your training investment
  • Increased sales, fast
  • Measurable business outcomes you can count on


To guide us while working with you and your team, we leverage a proven process – ADIO² – for developing and customizing powerful and engaging training curriculum and content specific to your unique situation.

Sales Gravy Proven Process for Sales Training Curriculum Customization

Assess: Our process begins with deep discovery to gain an understanding of your unique situation, culture, sales process, go-to-market strategies, customer base, industry norms, challenges, desired future state, metrics that matter, and measurable business outcomes. With this information we begin the design process and collaborate with you to develop a Business Success Plan that defines outcomes, expectations, and targets.

Design: Next we design and customize the training curriculum, content, workbooks, exercises, practice cases, and coaching guides specific to your organization. The learning path is aligned with the Business Success Plan. Media, workbooks, training decks, videos, and tools are customized with your organization’s branding.

Implement: Leveraging a blended learning methodology that connects with adult learners and generational learning styles, we deliver the training to your team and/or train and certify your in-house learning and development professionals to deliver the coursework.

Operationalize: ROI occurs when training sticks over the long-haul. Through post-training anchor sessions, online modules, and coaching guides we help participants turn new skills into habits. We then work with your leadership team to integrate new skills into your processes, systems, and sales automation stack.

Optimize: Working in concert with your team, we analyze performance data and iterate the program to improve outcomes and accelerate performance.

Online Courses

Learn anywhere, any time, on any device.


Learn Online

Self-paced courses from the
world's top sales experts

Virtual Training

Live, interactive instruction in small
groups with master trainers


One-to-one personalized coaching
focused on your unique situation