Heat Up Your Cold Calls: How to Get Prospects to Listen, Respond, and Buy
Salespeople hate making cold calls. Now, you don't have to. As a sales professional, you need to find and approach a steady stream of qualified prospects. But the legal landscape and new technologies, along with the explosion of competing solicitations, have numbed the decision makers you've been targeting, making old-fashioned cold calling ineffective, frustrating and, as...more
ebook, 192 pages
Published July 1st 2005 by Kaplan
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Aug 27, 2007 Douglas rated it 4 of 5 stars · review of another edition
Recommends it for: Sales People
The 3rd book on my weekly sales book ritual. A solid book about cold calling and all the things you can do to prepare for the call. Also includes some nice transitions to avoid being combative. Definitely worth your while to read through and check out.