Introduction -- The smart calling concept -- Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- Pre-call planning -- Creating your possible value proposition -- Intelligence gathering : making your calls smart -- Using social engineering to gather intelligence -- About the author.
Summary
This book provides tips and techniques for effective cold calling. It reflects changes and advances in the information gathering that comprises the "smart" part of the calling, and also includes real-life examples and success stories.
