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Take the Cold Out of Cold Calling Paperback – July 9, 2009


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Take the Cold Out of Cold Calling + Smart Calling: Eliminate the Fear, Failure, and Rejection from Cold Calling + New Sales. Simplified.: The Essential Handbook for Prospecting and New Business Development
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Product Details

  • Paperback: 312 pages
  • Publisher: Beaver's Pond Press (July 9, 2009)
  • Language: English
  • ISBN-10: 1592982093
  • ISBN-13: 978-1592982097
  • Product Dimensions: 0.8 x 7 x 8.8 inches
  • Shipping Weight: 1.3 pounds (View shipping rates and policies)
  • Average Customer Review: 4.9 out of 5 stars  See all reviews (69 customer reviews)
  • Amazon Best Sellers Rank: #58,449 in Books (See Top 100 in Books)

Editorial Reviews

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

More About the Author

TAKE THE COLD OUT OF COLD CALLING - NOW IN ITS 11th EDITION (as of February, 2014)

Voted Sales Book of the Year by the 1,500 member companies of the American Association of Inside Sales Professionals.


Considered the "modern day Dale Carnegie" Sam Richter teaches how to build valuable business relationships based on what's important to others. It's the "HOW you do it" that will truly amaze you! One of THE world's foremost Sales Intelligence thought leaders, Sam takes something everyone intuitively knows - Knowledge Is Power! - and turns it into reality.

Sam Richter is an internationally recognized expert on sales and marketing and in 2011, 2012, and 2013 was named by InsideView as one of the world's Top 25 Most Influential Sales Leaders. Sam's experience includes building innovative programs for start-up companies and some of the world's most famous brands.

Sam has won Best of Show at numerous marketing/sales competitions, a Gold Award at the International Film Festival, he was recognized with a Codie-Award, the 'Oscars' of the software industry, he's a member of the Business Journal Forty Under 40, and he's a past finalist for Inc. Magazine's Entrepreneur of the Year.

Through his Know More! business improvement programs, Sam has trained leading organizations and entertained tens of thousands of persons around the world. Sam's programs on sales intelligence--gaining supreme insight and relevancy for building meaningful business relationship--promises to be the highest-content, most take-home-value program attendees have ever experienced.

Sam 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.

Customer Reviews

4.9 out of 5 stars
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Very insightful easy read and a great reference tool.
J. McCormick
This book will enable you to decrease the amount of time spent looking for information, and what you do find will provide brilliant value.
Armchair Interviews
Sam's book, "Take the Cold out of Cold Calls", is a great book for those new as well as experienced in sales.
David M. Gottberg

Most Helpful Customer Reviews

14 of 15 people found the following review helpful By Armchair Interviews on June 23, 2008
Format: Paperback
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: [...]
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11 of 11 people found the following review helpful By Ric Lager on October 22, 2008
Format: Paperback
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.
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5 of 5 people found the following review helpful By Robert Terson on November 26, 2012
Format: Paperback
I personally found "Take the Cold Out of Cold Calling" a great read and I think you will, too, which is why I'm recommending it to you. I've been recommending a lot of sales books lately (I love to read sales books!), and "Take the Cold Out of Cold Calling" is one of the best I've ever been blessed to pick up. Yeah, it's that good!

This is not a typical "let me teach you how to sell" sales book. It's nothing like that. In this book you're going to discover Web search secrets on how to find "hidden" information that'll amaze you. It's going to help you WOW your prospects/customers; it's going to win you new business and strengthen your relationships with existing clients; it's going to earn you more money. You're going to get full access to the Warm Call Resource Center, the downloadable Warm Call Toolbar, warm call scripts, research guides, and it's going to be easy and fun to practice what you learn, including:

1. Inside secrets on using the Internet to locate critical business information.

2. Tips and tricks for popular search engines, so you can get it right without wasting a lot of time.

3. Google search secrets you never knew existed.

4. The "Invisible Web"; Sites most people and search engines don't know about and can't find.

5. How to use costly subscription databases for FREE.

6. How to find FREE lead lists, membership lists, and lead sources.

7. How to use social networks as intelligence sources.

8. People search secrets so you can find out what your prospects/clients care about and what their objectives are.

"Take the Cold Out of Cold Calling" is not just a book, it's a RESOURCE you're going to keep coming back to again and again; and this resource is going to change your very APPROACH to professional selling. I can't urge you enough to order it now.
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6 of 7 people found the following review helpful By Stox on April 27, 2010
Format: Paperback
Take the Cold Out of Cold Calling is now a permanent fixture in my bookcase. I keep it very close to my computer. Whenever I can't easily find info on a person or a company, I open this book. The chapters on finding "hidden" stuff, like company execs' email and/or phone numbers has proven to be invaluable.
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2 of 2 people found the following review helpful By David Sawtelle on August 5, 2008
Format: Paperback
I recently bought this book because as a small business owner for a Leadership Development consulting firm, I have done a lot of cold calling over the last several years to build my business. Any way I could research a company before I called, I did. Alas, I was woefully inadequate at searching the web. The best I could really do was look up the potential client's website. The 'secrets' behind finding excellent information exist within the different search engines -- but nobody really knows about them. They are actually built into the engines!

What Mr. Richter does is show you how to be more efficient with your time (crucial with a small business owner or any sales team) and help you 'uncover' the gems of information that will help you talk to decision makers with more confidence. This helps you cut to the chase of what is most important, and get their attention right away -- creating a more important conversation and increasing the likelihood of obtaining business.

On a side note, I couldn't help feeling embarassed, as do many people I think, that I never new this stuff. But, embarassment aside, I am using the research techniques and enjoying the benefits.

My only criticism is that the title implies that this book is only for sales teams. While it is a perfect tool for sales people, I can think of several terrific uses for these research techniques for any company that would like to know more about their customers and clients -- I think that would be any company that has customers or clients.

I own a large business library -- but this is the only book that is sitting on my desk, dog-eared and constantly referenced. Do yourself a favor and get your own copy. Get a copy for each of your sales buddies. Get a copy for any small business owner you know.
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