Product Description

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...
- Tips and tricks for popular search engines get it right the first time.
- How to use Google like a pro -- it's scary what this amazing search engine can help you find.
- 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 access to online Warm Call Resource Center.

Awards:
2008 Sales Book of the Year Silver Medalist
USA Book News Book of the Year -- Finalist

Product Details

• Amazon Sales Rank: #191714 in Books
• Published on: 2009-07-09
• Original language: English
• Number of items: 1
• Binding: Paperback
• 310 pages

Features

• ISBN13: 9781592982097
• Condition: NEW
• Notes: Brand New from Publisher. No Remainder Mark.
• Click here to view our Condition Guide and Shipping Prices

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

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

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

About the Author
Sam Richter, Chief Executive of SBR Worldwide (Small Business Resources), is an internationally recognized expert on sales, marketing, and leadership. His award-winning experience includes building innovative technology, sales, and marketing programs for start-up companies and some of the world's most famous brands.
He has been featured in thousands of television and radio programs, national and online publications, and he presents keynote and full-day training programs to audiences around the globe.
For more than six years, Richter was president of the James J. Hill Reference Library in St. Paul, Minnesota, where he led the transformation of an 85-year old private, non-profit business research organization into a nationally renowned institution serving entrepreneurs and small businesses via cutting edge online information resources.
Prior to joining the Hill Library, Richter spent more than eighteen years in the advertising, public relations and e-commerce/e-marketing industry including leading business units at Digital River, one of the world's largest e-commerce outsource organization, Shandwick, one of the world's largest marketing/public relations firms, and his own advertising agency. As a creative director and account group director, Richter has led, created and implemented 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. He has led product development teams ranging from software programs to Web site and e-commerce initiatives, and is a recognized leader in traditional and online marketing innovation.
Richter has won numerous regional, national and international awards including Best of Show and Gold awards from advertising/public relations/and online marketing associations; multiple WEBBY Awards for best Web site development; a Gold Award at the International Film Festival; and a Codie Award--the ''Oscars'' of the software industry--for Best E-commerce Software. He received his B.A. from the University of Minnesota School of Journalism and Mass Communication and was twice named Scholastic All-American while also a four-year player and a letter winner on the University of Minnesota varsity football team.
In 2003, Richter was named to the Business Journal's Forty Under 40 list honoring the top Minnesota business leaders under the age of forty. In 2007, he was a finalist for Inc. Magazine's Entrepreneur of the Year. Richter lives in Minnetonka, Minnesota with his wife and two children, serves on the board of a number of for-profit companies, and volunteers his time to numerous Twin Cities' based non-profit organizations.

Customer Reviews

A Must read!
When I was in college in the 1980s, I did not have a computer let alone the Internet. I am thinking that today in colleges across the country there are courses entitled, "How to Search the Internet and Get What You Were Looking For." When I was reading this book I had a lot of "aha" moments. Maybe a 22-year-old reading this book would say: Duh, I know this, I learned it in college.

I am pretty grateful for Sam Richter's book, Take the Cold out of Cold Calling-Web Search Secrets as it may save me from having to enroll in this hypothetical course.

When not writing book reviews as a hobby, I support the sales staff of a small company. One of my many responsibilities is developing new business. I usually find potential prospects in a newspaper or magazine article written on the company or its leaders. After reading the article I then go to my computer and try to find out their contact information. Sometimes the one search engine I use hits on it immediately and sometimes I spend hours trying to weed through multiple hits to find what I am looking for. This book is my new best friend. It provides the reader with some very valuable information on getting to what you need a whole lot quicker.

Take the Cold Out of Cold Calling is a reference guide and as author Sam Richter points out, "It is not designed to teach you the art and skill of selling." This book will enable you to decrease the amount of time spent looking for information, and what you do find will provide brilliant value. He discusses in depth the power of Google, Yahoo search tips, other great search engines, the "Invisible Web," and premium information sources.

"Sam's Tips" on each page simplifies his key points and allows you to reference the information easier. Even better is the Web Search Quick Reference Guide at the end of the book.

Leave this open at your desk, impress your boss!

Armchair Interviews agrees.

Author's Web site: [...]

Cold Calling at an Entirely New Level
I have been reading sales and prospecting books for 25 years, and this book is in the handful that I have ever recommended to other people that sell for a living. Sam Richter's book describes in specific detail how to use free Internet resources to find out every relevant, timely and sales oriented detail imaginable about every prospect you want to do business with. In your first cold call to that prospect you will know more about the prospect's business problem--and how your product or service can specifically solve that problem--than any other sales person that has ever called that prospect before.

Great Tool for Anybody Running a Small Business
I am a consultant and dread the thought of cold calling. After reading Sam's book, "Take the Cold Out of Cold Calling", I have knowledge and the confidence to do it! I can't remember the last time I received so much information that was immediately useful. Thank you, thank you!