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

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

by Sam Richter

Paperback

$34.95

Product Details

ISBN-13: 9781592982097
Publisher: Beaver's Pond Press, Incorporated
Publication date: 05/01/2008
Pages: 290
Product dimensions: 7.00(w) x 8.90(h) x 1.00(d)
Age Range: 18 Years

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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