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

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 templatesCons: 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 jobBottom 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.

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.

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.

This his a how to book filled with ideas that are usable and relevant. If you want to learn how to efficiently search for prospect information this is a good book. Only issue is that it is dated now so some of the tips are not findable on the internet.

This book has a great amount of info on finding information on businesses (once you know the name). It also has some great tips on social networking to leverage your sales database.However I didn't find the searching tools revolutionary. I should say I'm an engineer and researcher by trade. So many of the google search tools he explains I already knew and used. If you're a fast and able google searcher you may not need this book. If you do a google search and it returns more results than you know what to do with, you do need this book.

I was fortunate enough to attend a seminar by Sam Richter. Without sounding too dramatic, what I heard in this seminar changed how I conduct my business. This book gives you the roadmap to not just change how you call on your customers but how you can investigate anything and everything that the internet has to offer. It will open a whole new world for you. I not only picked up copies for my Marketing Dept, Equipment Purchaser and Sales Dept. but for my daughter who is in college too. I have been to countless seminars but none have struck me like Mr. Richter's and he has managed to capture it all in this book. I cannot think of anyone who could not benifit from reading this!!Jack ProvinceGeneral ManagerBert-Co Industries

This is a really good book. There is so much information that I have to take it in like a sponge that is why I couldnt give it all five stars. I know some of the search engines in the book and there are many more I have never seen. If I land a sale from using this book I will revisit this four star review and give it five. Many sales gurus are out there and I feel this is one of the better books on the market because it fills a good niche ..........sales intelligence.

Phenomenal and magic. I didn’t expect to learn that much. Buy a real book, not an electronic option. It is more of a go-to source on a regular basis.Also, this is not a book to inspire or psycho update you. It is a tool. Love it 1000%.

Great book

I ordered this book on the 7th of October and I was expecting it to arrive on the 14th of October. Unfortunately it was only delievered this week,1 month after.I have ordered the book from Czech Republic, the tax law for goods that come from the US just changed, I was not aware so it was with great surprise I found out my book was in possession of Czech Post for days. Only after sending them my personal details (required by them as a legal duty) and pay 15% of the value of the book I had it delieved. I would think that this tax rule would not apply to me as the book is used, but I found out that it does not matter if it is used or new, what matters is the value of the good.Anyway, I have it now! The book despite being "used" is in great condition (totally new) and I have to say a big Thank You to Nearfine team back in US, always sending me emails concerning the book, offering their help all times and offering recompensation even if it was not their fault really. So well done guys! Wish you all the best!CheersInês