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

by Richter, Sam

• ISBN13: 9781592982097
• ISBN10: 1592982093
• Format: Paperback
• Copyright: 2008-04-01
• Publisher: Beavers Pond Pr

Summary

"Includes Online Resource Center"--Cover.

Author Biography

Sam Richter is an internationally recognized expert on sales, marketing, and leadership. He has been featured in thousands of publications, television programs, and radio shows. Sam has more than 20 years experience creating and managing award-winning marketing and online programs for some of the world's most famous brands. He spend more than six years transforming the James J. Hill Reference Library into a national business resource, annually serving millions of entrepreneurs and small businesses, helping them achieve their dreams through better information.

Table of Contents

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