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IMPORTANT NOTE: This book is now in its 12th Edition, published August, 2015, and the content has been updated to accurately reflect current search techniques and websites.
SALES BOOK OF THE YEAR AWARD WINNER
as selected by the 1,500 Member Companies of AA-ISP
If information is power, Take the Cold Out of Cold Calling is ''power on steroids!'' Know more than you ever thought you could (or should) about your clients, prospects, and competition. No more winging it. No more guessing what the other person cares about. Take the Cold Out of Cold Calling is a fascinating journey into the world of information, how to easily find it, and how to apply it to make sure you are offering relevant solutions. By practicing the techniques taught in the book, you will make a great first impression during sales calls and you will provide value and build meaningful and mutually beneficial client relationships. Once you master Warm Call techniques, you win more business, establish deep relationships with clients, and have more fun.
In Take the Cold Out of Cold Calling you'll discover the secret world on online information, how to find it, and how to use it. You'll get step-by-step instructions along with real examples.
You'll learn...
- How to build deep and meaningful relationships with prospect and clients.
- Ways to access highly qualified lead lists -- for FREE!
- Tips and tricks for popular search engines get it right the first time.
- How to use Google like a pro -- it's scary what you can find once you know how to look.
- Social networks including LinkedIn, Facebook, Twitter and the secrets on how to use them as amazingly powerful Sales Intelligence engines.
- The ''Invisible Web'' -- sites most people and search engines don't know about and can't find.
- How to access premium information resources at no or very low cost.
- The theory of the ''Fourth R'' and value-based ''warm call selling.''
- How to massively increase your credibility with prospects and existing clients.
- How to use the ''Customer Data Aggregator'' and expert ''Warm Call Scripts'' to organize information and make a great first impression.
If you are involved in business development, sales, or account management in any way, you've ''cold called.'' Any time you meet with a prospect or existing client without knowing about them, their issues, and how your company is relevant to something they care about, you run the risk of losing credibility and worse, losing the deal.
The top 1% of business development pros and sales people understand the value of information, how to access it, and how to apply it and win. With Take the Cold Out of Cold Calling, you'll get the tools and training you need to join the club.
The book includes full access to the online Know More! Resource Center and downloadable Toolbar, making it easy (and FUN) to practice what you learn.
Awards:
2012 Sales Book of the Year Winner
Sales Book of the Year Medalist
USA Book News Book of the Year
Axiom Business Book Awards Medalist
- Sales Rank: #229474 in Books
- Brand: Brand: Beaver's Pond Press
- Published on: 2009-07-09
- Original language: English
- Number of items: 1
- Dimensions: 8.75" h x 7.00" w x .75" l, 1.35 pounds
- Binding: Paperback
- 312 pages
Features
- Used Book in Good Condition
Review
If you want to succeed in business today, you need to know how to find better information online....faster. This book tells you how to do it. So get it. --Robert Stephens, Founder, The Geek Squad
Richter's book is a must-have resource for anyone involved in sales and business development. --Harvey Mackay, New York Times #1 author, Swim With the Sharks
Sam has demystified the process of acquiring and interpreting knowledge on customers. This is a profoundly practical, pragmatic, and accessible book that cuts through the complexity and offers immediate value. --Philip R. Styrlund, President, The Summit Group
Want to heat up your sales and your business? This book will do that for you...and more. If you follow Sam's plan, you're almost guaranteed to get results. --Rieva Lesonsky, CEO of GrowBiz Media, former Editorial Director at Entrepreneur Magazine
What Sam teaches is the secrets on how to find inside information and then how to apply it to impress any person, any time.
�--Keith Ferrazzi, Bestselling Author, Never Eat Alone
From the Back Cover
If you practice Sales Intelligence, you'll win twice the business of those who "wing it." This award-winning book gives you the inside secrets on how to find information, and then how to use it to ensure relevancy and impress any prospect, any client, every time.
"Anyone can look at a company's Web site. Sam teaches the secrets to finding inside information and how to apply it to impress."
Keith Ferrazzi, Founder & CEO * Ferrazzi Greenlight; Bestselling Author of Never Eat Alone
"If you want to succeed in business today, you need to know how to find better information online....faster.� This book tells you how to do it. So get it."
Robert Stephens, Founder * The Geek Squad & Best Buy
"Sam Richter has done the heavy lifting for all of us who depend on new customers to grow our businesses. He offers a rigorous but easy-to-use book on the information science behind successful selling. Read it before your competitors do."
Pat Fallon, Chairman * Fallon Worldwide
Co-author of Juicing the Orange, How to Turn Creativity into a Powerful Business Advantage
"Want to heat up your sales and your business? This book will do that for you--
and more. If you follow Sam's plan, you'll get results."
Rieva Lesonsky, CEO * SMB Connects; Bestselling Author
Former Editorial Director * Entrepreneur Magazine
"If you cannot have Sam Richter work with every employee in your company who faces customers and drives sales, the next best thing is his book."
William M. Rohde Jr., President * Acadia Insurance Company, W. R. Berkley Corporation
"The number one thing buyers dislike about salespeople is their lack of preparation. This is a manifesto for salespeople who want to connect rather than merely contact prospects. Sam tells you how to access incredible amounts of information. Then (and this is the brilliant part) he guides you through a process for converting this information into a powerful sales approach."
Chris Lytle, Bestselling Author of The Accidental Salesperson
About the Author
Sam Richter is an internationally recognized expert on sales intelligence and online reputation management, and since 2011, he has annually been named one of the world's Top 25 Most Influential Sales Leaders. Through his Know More! business improvement programs, Sam has trained leading organizations and entertained tens of thousands of persons around the globe. Sam's proven techniques for leveraging online information to grow sales has directly resulted in millions of dollars of new business for his clients and program attendees.
�
For more than six years, Sam was president of a national business research organization, and prior to that, he spent more than eighteen years in the advertising, public relations, and e-commerce/e-marketing industry. Sam has created, programs for clients including Microsoft, Coca-Cola, Major League Baseball, Northwest Airlines, Kraft/Nabisco, Polaris Industries, National Geographic, 3M, Brunswick, and other large and small firms.
�
Sam has won numerous regional, national and international sales and marketing awards including Best of Show and Gold Awards, Webby Awards, and a Gold Award at the International Film Festival. He's also won a Retail Vision Award and a Codie Award - the "Oscars" of the software industry - for Best E-commerce Software. Sam is a member of the Business Journal's "Forty Under 40" list honoring the top Minnesota business leaders under the age of forty. He also was a past finalist for Inc. Magazine's Entrepreneur of the Year.
Most helpful customer reviews
0 of 0 people found the following review helpful.
Fantastic tips and information
By Amazon Customer
I was thrown into the water, so to speak, in inside advertising sales, and asked to swim. So I researched several books on the topic of cold calling, and saw that "How to Take the Cold Out of Cold Calling" had all 5-star reviews. I'm not sorry I bought this one! This book is a wealth of information about developing relationships and acting in more of a consultative sales manner so as not to turn potential advertisers off with an overly "sales-y" approach.
The book also lists all kinds of wonderfully helpful websites and how to use them to find pertinent information about the person you're trying to contact, including e-mail addresses, names, titles, business information and statistics, etc. which is tremendously valuable to researching BEFORE you call. Thank you, Mr. Richter! You've helped me get off to a solid start in sales.
I highly recommend this wonderful book.
0 of 0 people found the following review helpful.
Great Book!
By Stephanie Campbell
This is a really good book. There is so much information that I have to take it in like a sponge that is why I couldnt give it all five stars. I know some of the search engines in the book and there are many more I have never seen. If I land a sale from using this book I will revisit this four star review and give it five. Many sales gurus are out there and I feel this is one of the better books on the market because it fills a good niche ..........sales intelligence.
1 of 1 people found the following review helpful.
Excellent Book - On the Ground Marketing
By Margaret
This book is practical, excellent and packed with practical marketing ideas that will knock your socks off. One of the best practical, step by step, no BS books I've read on sales and connecting the dots. If you are trying to sell services or products - buy this book, lock yourself in a room for a week and come out swinging. If you can't build a sales machine after reading this book you need to hang up your sales shoes.
See all 75 customer reviews...
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