Red-Hot Cold Call Selling: Prospecting Techniques That Really Pay Off
"""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 BormanVice 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"