From the Publisher
"Goldner has again delivered a sales tutorial that combines experience, examples, and an approach that provides great insight into the selling process. Whether you are an experienced sales leader or new in a sales career, Paul's attention to detail in his analysis and recommendations make this book a rare find and well worth the read." Michael J Borman
Vice President, Worldwide Software Sales, IBM
"Every salesperson from novice to serial quota club attendees can benefit from the practical discipline and proven techniques presented in Red-Hot Cold Call Selling. Combining the updates on how to conduct account research in today’s world with this back-to-the-basics approach on business development creates a foundation for increased revenue and income for anyone willing to roll up their sleeves and follow the program." Don Drury, Vice President, Sales Operations, Kronos Incorporated
"This new edition does an even better job of promoting the power of prospecting and providing a structured process to achieve real results. A must read for sales professionals worldwide. " Tony DiBona, Executive Vice President, PTC
"A practical guide to the world’s oldest profession! Selling starts with effective prospecting, and this is a complete guide to prospecting and cold calling. " Greg Enriquez, Senior Vice President, World Wide Field Operations, Stratus Technologies
"A superior sales system. The systematic approach makes it measurable and repeatable. " Kevin Hill, Senior Manager, Applied Global Services Strategic Marketing, Applied Materials, Inc.
"Red-Hot Cold Call Selling really breaks down the process of identifying, engaging, selling, and closing opportunities. It takes the mystery fear out of cold calling. " John Marlow, Vice President, Technical Sales, Carrier Packet Networks, Nortel"