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Take the Cold Out of Cold Calling Paperback – July 9, 2009
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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
"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
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 multiple times has been named 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.
Top Customer Reviews
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: [...]
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.
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.Read more ›
Most Recent Customer Reviews
I wish this book was about taking the cold out of people. At the time I bought this, the content was well written and full of useful information. That is why I gave it five stars. Read morePublished 2 days ago by Michael J. Rhodes, Award-Winning Author of The Freedom Code
This book is supposed to be about doing web searches on sales prospects, but it is really useful in any kind of search. Read morePublished 7 months ago by ngreen
As someone with no formal sales training, I had read a number of books on 'how to sell'. All stressed the importance of conducting research on prospects. Read morePublished 12 months ago by Michael Beaton
Sorry, mr Sam Richter, you didn't convince me.
I got this book, together with another book about cold calling. Read more
Sam richter has written a gem here. This book is a must read for any college student or person looking for digital fluency. I have read this book more than once. Read morePublished 16 months ago by reademandweep
Within minutes of picking up this book I was actually earmarking really cool sales intelligence tips. Read morePublished 16 months ago by Rob Dalton
Easy to read and understand. Very concise and very helpful. This is a must-have book for any 21st century Sales Professional. I would recommend this book to anyone.Published 22 months ago by David - Supply Chain Sales Professional