Take the Cold Out of Cold Calling [Paperback]

Sam Richter (Author)

Book Description

Publication Date: July 9, 2009

IMPORTANT NOTE:  This book is now in its 8th Edition, published September, 2011, and the content has been updated to accurately reflect current search techniques and websites.

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:
Sales Book of the Year Medalist
USA Book News Book of the Year
Axiom Business Book Awards Medalist

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

About the Author

Sam Richter 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 his customized Know More! keynote and training programs to audiences around the globe.

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.

He has won numerous regional, national and international 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 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.

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 finalist for Inc. Magazine's Entrepreneur of the Year.

Product Details

• Paperback: 312 pages
• Publisher: Beaver's Pond Press; Pap edition (July 9, 2009)
• Language: English
• ISBN-10: 1592982093
• ISBN-13: 978-1592982097
• Product Dimensions: 9 x 7.1 x 0.8 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 4.9 out of 5 stars  See all reviews (54 customer reviews)
• Amazon Best Sellers Rank: #31,662 in Books (See Top 100 in Books)
  • #79 in Books > Computers & Technology > Home Computing > Internet
  • #95 in Books > Business & Investing > Marketing & Sales > Sales & Selling

More About the Author

TAKE THE COLD OUT OF COLD CALLING - NOW IN ITS 8th EDITION (as of August, 2011)

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 Richter takes something everyone intuitively knows - Knowledge Is Power! - and turns it into reality. Sam 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 his customized Know More! keynote and training programs to audiences around the globe.

Sam is founder and CEO of SBR Worldwide/Know More! and SVP/Chief Marketing Officer at ActiFi, a software and solutions firm serving the financial services industry. 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.

He has won numerous regional, national and international 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 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.

Sam is a member of the Business Journal's "Forty Under 40" list and he also was a finalist for Inc. Magazine's Entrepreneur of the Year. He 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 non-profit organizations.

Customer Reviews

Most Helpful Customer Reviews

5 of 5 people found the following review helpful:

5.0 out of 5 stars Cold Calling at an Entirely New Level, October 22, 2008

By 

Ric Lager "Registered Investment Advisor" (Golden Valley, MN USA) - See all my reviews

This review is from: Take the Cold Out of Cold Calling (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.

6 of 7 people found the following review helpful:

5.0 out of 5 stars A Must read!, June 23, 2008

By 

Armchair Interviews (Minneapolis, MN) - See all my reviews

This review is from: Take the Cold Out of Cold Calling (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: [...]

3 of 3 people found the following review helpful:

5.0 out of 5 stars You Can't Hide From Me, April 27, 2010

By 

Stox (San Francisco) - See all my reviews

This review is from: Take the Cold Out of Cold Calling (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.