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

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More About This Book

Product Details

  • ISBN-13: 9781592982097
  • Publisher: Beaver's Pond Press, Incorporated
  • Publication date: 5/1/2008
  • Pages: 290
  • Sales rank: 266,350
  • Product dimensions: 7.00 (w) x 8.90 (h) x 1.00 (d)

Table of Contents

Preface - What This Book is, What This Book is Not     XI
Foreword     XVIII
The Emotional Ride of the Cold Call     1
Turn Cold Calls Into Warm Calls     7
Differentiating with Value     12
Value in the Account Management Process     15
"The Fourth R" - Research     18
Practicing the "Fourth R"     24
Take the Cold Out of Cold Calling "Fourth R" Resource Guide     29
Is Your Sales Assistant Some Yahoo Named Google?     30
Types of Search Engines     33
Directory Engines     33
Index Engines     36
Search Right the First Time, Every Time     39
Boolean Searching - Better Info in, Better Info Out     40
Quotes - Search for an Exact Phrase     43
Combo Search - Start Searching Like a Pro     44
Word Order Matters     46
Cached - The Solution to "Site No Longer Appears"     48
Conduct a Database or "List of ..." Search     50
"Cheat Sheet" - The Advanced or Power Search     51
The Power of Google     53
Search within Results     54
Search for Historical Information     56
Amnesia Assistance - When You're Not Quite Sure     57
Locating E-mail Addresses     59
Company Site Search     61
File and Document Search     63
Local Business Search (with satellite photos)     67
Google People Search     70
Reverse Phone Directory     70
E-mail Yourself New Google Results     70
Google's Google Alert     72
"Cheat Sheet" - Google Advanced (revisited)     73
Yahoo Search Tips     75
Yahoo Search Assistant     75
Category Search     78
Company "Friend Search"     80
What's Your Mindset While Searching?     81
"Free-to-Use" Articles     83
Not All Engines Are Equal: Other Cool Engines     85
Twingine - Google/Yahoo Search Comparisons     86
Meta-Search Engines - Search Multiple Engines Simultaneously     87
MSN - Industry Related Search     88
Mool - News Search     90
Clusty - Clustering Search Engine Results     91
Ask - All Inclusive Engine     93
Exalead - Searching Made Easy     95
The "Invisible Web"     99
The "Invisible Web" - Company Information     103
Company Data - Manta      103
Manufacturing Company Locator - ThomasNet     106
Pending Patents - Patent Application Database     108
Patents - Google Patent Search     110
Related Firms - TouchGraph Graphical Company Relationships     111
Local Company News - Business Journal     113
Local Company News II - Newslink.org     115
The Real Live Web: Blogs (online diaries) - Google Blog Search     117
Company Job Openings - Indeed     120
Museum of the Internet - The Way Back Machine     122
The "Invisible Web" - Industry Information     124
Association Search - Association of Associations     125
Industry Data Gateway - Valuation/Industry Resources     128
Industry Data - Encyclopedia of American Industries     130
Industry Articles (Company Ones Too) - FindArticles     132
Industry Articles II (Company Ones, Too) - Access My Library     135
Industry Blogs - Google Blog Search Revisited     137
Market Research Reports - MarketResearch.com & Google     139
Hidden Research Reports - Google Filetype: Search     143
Market Research Tools - Third Wave Research     144
Industry Media Lists - Publist     148
Free Trade Journals - TradePubs      150
Foreign Market Research Reports - Export.gov     151
Salary Figures - BLS National Compensation Survey     153
U.S. Hispanic/Latino Market - HispanSource.org     155
The "Invisible Web" - Personal Information     157
Search Engine People Search     159
Contact Information - ZabaSearch     160
People in the News - Newslink.org Revisited     162
Colorful Demographics - CensusScope     164
Psychographics - You Are Where You Live     166
Employee Directories - Spoke     169
Where Are They Now - ZoomInfo     174
The Power of Networks - LinkedIn     177
Political Contributions - OpenSecrets     185
Public Records USGA Golf Handicap and Information Network     186
House Values - Zillow     188
Premium Information Sources     193
Dun & Bradstreet for Salespeople - Company Search and Lists     197
InfoUSA - Company Search and Lists II     199
Hoovers - Company Details     200
ZoomInfo - People Search     201
LexisNexis - Company and Industry Info     202
Dialog Select - Company and Industry Info II     204
Business & Company Resource Center - Company and Industry Info III      205
Northern Light Business Engine - Company and Industry Info IV     206
Factiva SalesWorks - Company, People and Industry Search     207
Power Research for Individuals     209
Your Tax Dollar-Funded Sales Assistant - The Public Library     212
Search for Research - Your University Library     219
The Most Powerful Sales Tool for Individuals - HillSearch     221
Have an Expert Do the Work for You - HillResearch     226
Putting it Together: The Warm Call     229
The Other CRM - Client Research Management Tool     232
CRMT and Warm Call Selling Scripts     234
Telephone Script     237
E-mail Script     240
Business Letter Script     242
In-Person Meeting - Where You Can Really Win with the "Fourth R"     244
"Fourth R" Exercise: It's Easy!     252
Access the Cold Call Resource Center     271
Sam Tips Index     273
About the Author     274
Warm Calling Web Search Quick Reference Guides     275
Quick Reference Guide - General Search Tips     276
Quick Reference Guide - Google Search Tips     277
Quick Reference Guide - Yahoo Search Tips     279
Quick Reference Guide - Other Search Engines     280
Quick Reference Guide - Company Search     281
Quick Reference Guide - Industry Search     283
Quick Reference Guide - People Search     286
Quick Reference Guide - Premium Information Sources     289
Quick Reference Guide - Power Research for Individuals     290
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Sort by: Showing all of 8 Customer Reviews
  • Posted November 10, 2011

    more from this reviewer

    Take the Cold Out of Cold Calling

    Google identifies more than one trillion unique Internet URLs (web page addresses), with new pages multiplying exponentially. Thousands of different search engines can help you locate information on these trillion-plus pages, but a single search can net hundreds of thousands of results. So much information exists online that finding what you want can be difficult. In his helpful, resource-rich book, Internet and sales expert Sam Richter teaches you how to search the web effectively. Richter details numerous specialized search engines and websites for finding business information that will impress your prospects. getAbstract recommends Richter¿s guide to salespeople who want to close more business by becoming or sounding supremely well informed.

    Was this review helpful? Yes  No   Report this review
  • Posted February 22, 2009

    Great book if you want to succeed in business

    I heard the author, Sam Richter, speak at the TD Ameritrade national conference. When I got home, I rushed out and bought the book (which is difficult to find at book stores but easy online). I thought the presentation was INCREDIBLE but the book is even better. The first 40 pages or so are the theory on why having information is important. The next 250 pages offer a step-by-step guide to not only how to use search engines and other secret sites to find information, but more important, Sam gives real examples of how to use information. I've actually followed his scripts when making call to prospects and they work...I get a call back! I'm in the financial services industry where finding new clients is very difficult in these times. If it can work for me, it will work for anyone!

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  • Posted November 23, 2008

    Amazing book!

    I first heard about this book at a speech given by the author. The presentation was fascinating -- best business presentation I've ever been to. I bought the book and I haven't been able to put it down. Well, that's not really true as everytime I read a chapter and I have to run to my computer and see if the trick really works. And all of the tricks do! Best practical business book I have ever read.

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  • Posted November 16, 2008

    Incredible book for people who work with people

    I read the other review from the financial advisor and I couldn¿t agree more. I too work for a wealth management company and I can¿t tell you what Sam¿s book and his presentation has meant to me. I saw Sam for the first time about a year ago, bought his book, and adopted his techniques. I attended one of his lectures last week in Minneapolis and wanted to buy another book but they sold out the 100+ he brought in about 10 minutes. I went to his Web site which brought me here to buy. Anyhow, I can tell you first hand as a financial planner that if you adopt Sam¿s teachings you¿ll be able to learn more about your prospects and clients, and build great relationships with them based on what they are interested in. I use Sam¿s tips to find information that has nothing to do with the market, but everything to do with what my clients care about and I sent it to them. Every time I meet with a client, they thank me. I¿ve cut down my web searching time down by hours per week, and every time I use Google I find what in the first few results. THANK YOU SAM! If you want to get information that matters and build value with your clients, then get this book.

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  • Posted November 15, 2008

    Incredible, AMAZING, where was this book when I started in sales?

    I recently attended a presentation by Sam and it was by far the most incredible sales presentation I have ever attended, and I¿ve seen some top speakers over the years. I of course bought his book, and I can¿t put it down ¿ well I do because after each chapter, I have to run to my computer and see if this stuff works. And work it does! I am using Sam¿s techniques to get past gate keepers and although he tells us to use his voice mail and email scripts as a guide, I am using them verbatim and guess what ¿ I¿m getting return calls and emails like never before. Prospects are very impressed with the knowledge I have on them. I am in the financial services industry, and call on executives of companies, so trust is everything. Now when I meet with a CEO, I know about them, their company, and their industry allowing me to make a great first impression. THANKS Sam! I just hope my competition doesn¿t attend one of your seminars!!!!

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  • Posted November 13, 2008

    Amazing, incredible -- most helpful sales book I've ever read

    If you are in sales, business development, marketing, account management, fundraising, or a job seeker, Richter¿s book MUST become your bible. I have read dozens of sales books and attended numerous trainings over my 25 years in sales. Hands down, by far, without question this is the #1 book I have ever read in terms of practical value that I¿ve implemented and found success. Because of this book, I can directly attribute more than $500,000 in new sales for my company. Using the techniques in this book, I was able to get an appointment with a prospect that for years had not even returned a call. When I made my sales presentation, I knew so much about the prospect, her industry, her competitors, and her issues that I was able to craft a proposal that was exceptionally relevant and I was told I ¿blew away¿ my competition. If you buy this book and don¿t increase your sales 1,000% or more, then either you didn¿t practice what you learned, or you need to find a new career. Take the Cold should be required reading at ever business school, and for every new hire at your company.

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  • Anonymous

    Posted May 22, 2008

    A reviewer

    I thought I was a good searcher. Then I bought this book on advice from a friend who heard the author speak. I've already used the techniques to find information that helped me close a HUGE deal. Where was this book 10 years ago when I started my sales career. I'm finding stuff on Google I never knew existed...it's SCARY!

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  • Anonymous

    Posted March 9, 2009

    No text was provided for this review.

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