Take the Cold Out of Cold Calling: Web Search Secrets for the Inside Info on Companies, Industries, and People

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

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.