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Download Take the Cold Out of Cold Calling eBook

by Sam Richter

Download Take the Cold Out of Cold Calling eBook
ISBN:
1592982093
Author:
Sam Richter
Category:
Marketing & Sales
Language:
English
Publisher:
Beaver's Pond Press (July 9, 2009)
Pages:
312 pages
EPUB book:
1192 kb
FB2 book:
1624 kb
DJVU:
1445 kb
Other formats
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Rating:
4.9
Votes:
796


Sam Richter has done the heavy lifting for all of us who depend on new customers to grow our businesses. 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.

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.

Sam Richter is the creator and founder of the Know More sales and business improvement program and he delivers .

Sam Richter is the creator and founder of the Know More sales and business improvement program and he delivers motivational keynote and workshop presentations on a variety of technology, sales, and marketing topics. Richter is the author of the best-selling book Take the Cold Out of Cold Calling about Sales Intelligence and finding information online and using it for business and sales success.

Cold calling is a waste of time. The last thing a busy prospect needs is an unwelcome stranger asking uneducated questions to glean information to frame a sales presentation. However, if prior to your cold call, you use the Internet to develop Sales Intelligence – information that prospects will find compelling or that can help solve their business problems – you can transform a cold call into a warm call. Salespeople who use sales intelligence are more likely to attain their sales goals than those who don’t

Take the Cold Out of Calling, the top-rated sales intelligence and value-based selling book – named Sales Book of. .

Take the Cold Out of Calling, the top-rated sales intelligence and value-based selling book – named Sales Book of the Year - by bestselling author Sam Richter. Our sales team nationally read Sam Richter’s Take the Cold Out of Cold Calling because it delivers critical advice for winning more business as we face heightened competition and ever-demanding clients. Sam's ideas are real and actionable. Bob Silvy VP – Corporate Marketing American City Business Journals.

Sam Richter is an internationally recognized expert on sales intelligence and online reputation management. Through his Know More! business improvement programs, Sam has trained leading organizations and entertained tens of thousands of persons around the world.

Cold Calling: How to Completely Change the Way You Prospect and Get More Appointments and More Sales An Interview with Sam Richter, by Art Sobczak

Cold Calling: How to Completely Change the Way You Prospect and Get More Appointments and More Sales An Interview with Sam Richter, by Art Sobczak. Any systematic or multiple reproduction (photocopies) or distribution by any means, including electronic, of any part of this transcript, or inclusion in publications is permitted by permission only.

Sam Richter is an internationally recognized top-rated business keynote speaker, a best-selling and award-winning author, and a technology . Take the Cold Out of Cold Calling" book named Sales Book of the Year.

Sam Richter is an internationally recognized top-rated business keynote speaker, a best-selling and award-winning author, and a technology entrepreneur. y dynamic, highly entertaining, and extremely high-content business keynote presentations and workshop sessions to audiences worldwide. Winner of the Business Journal's Forty Under 40. Inc. Magazine Entrepreneur of the Year Finalist.

Richter is the author of the best-selling book Take the Cold Out of Cold Calling about Sales Intelligence and . Richter received his CSP (Certified Speaking Professional) designation in 2014 from the National Speakers Association.

Richter is the author of the best-selling book Take the Cold Out of Cold Calling about Sales Intelligence and finding information online and using it for business and sales success. The book has been featured in internationally syndicated columns and best-selling books by Harvey Mackay, on CNN, in BusinessWeek, and in other publications  .

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 WINNERas selected by the 1,500 Member Companies of AA-ISPIf 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
  • AnnyMars
Let me say that this book is GREAT for someone new to business to business phone prospecting and even better for someone who does web mining (researching contact lists). I also like how the book is written in a straight-forward, non-gimmicky manner.

This is NOT "Selling to VITO" or any of those other lame, gimmicky approaches. This book advises that cold callers use an elevator pitch that is tailored to the prospect and establishes value up front. It also gives a good deal of information on researching the calls in order to tailor it to the prospect. In fact, in my opinion, the book focuses TOO MUCH on the research portion and not enough on the actual cold calling.

Take the COLD Out of Cold Calling begins by explaining why it's important to research calls, it then goes into great detail on how to research them by walking readers through intermediate to advanced search engine techniques, and listing several business research websites. It closes with some brief examples of how a well researched call should go. There is also a good appendix that lists much of the web research info from the book in a condensed, easily reference-able form.

Pros: Written specifically for B2B cold calls - no space wasted on B2C; straight-forward, realistic, and non-gimmicky; excellent background on researching calls and lists; covers the basics - sell benefits, not features, etc.; well organized and easily referenced; a couple decent - though not great - phone scripts and email templates

Cons: The huge majority of the book is dedicated to web researching rather than actual cold calling; most information is basic or entry-level (for example, using Hoovers or Jigsaw to research companies and contact); any worthwhile cold caller would know most of the info in the book within their first 3 months on the job

Bottom line: If you are new to B2B cold calling or if you are involved in list building or data mining, this could be a FANTASTIC resource to you. However, if you are anywhere beyond entry-level in sales or other B2B cold calling, this book is probably nothing more than a review or a quick reference.
  • Mpapa
I was thrown into the water, so to speak, in inside advertising sales, and asked to swim. So I researched several books on the topic of cold calling, and saw that "How to Take the Cold Out of Cold Calling" had all 5-star reviews. I'm not sorry I bought this one! This book is a wealth of information about developing relationships and acting in more of a consultative sales manner so as not to turn potential advertisers off with an overly "sales-y" approach.

The book also lists all kinds of wonderfully helpful websites and how to use them to find pertinent information about the person you're trying to contact, including e-mail addresses, names, titles, business information and statistics, etc. which is tremendously valuable to researching BEFORE you call. Thank you, Mr. Richter! You've helped me get off to a solid start in sales.

I highly recommend this wonderful book.
  • inform
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. But with today's declining society and the social me-me-me-media, I find that Sam's information didn't work for me anymore.

I'm from the old school and will probably go down with the ship. I prefer face to face contact over any other contact method. Those types of relationships last the longest. I also answer my phone and avoid the social me-me-me-media sites like the plague. I use email only as a last resort.

I don't know if there is a revised edition, but look for one. Sam's information about the internet was great at the time, but it is outdated now.

Update 2/25/16: Sam told me that he does two editions a year, so look for his latest edition. At the time of this update, he was on his 12th edition.
  • Quashant
Sorry, mr Sam Richter, you didn't convince me.

I got this book, together with another book about cold calling. The other book convinced me that cold calling is more about the numbers and some good scripts instead of first doing the research about the person and than making the call. Why it convinced me? I put both methods in action and I got many more appointmens with the book that said that cold calls were all about the numbers.