Presentation developed from the material in Sam Richter's book "Take the Cold Out of Cold Calling". Buy the book as it includes a lot more useful tips and an appendix with a ton of helpful hints.

1. • Search Right the First Time Every Time
• Cut Research Time from 30 minutes to 5 minutes

2. THE FOURTH “R”
 Reading, Writing and Arithmetic – if you learn to
communicate effectively, write a good proposal,
understand a financial spreadsheet, and manage a
realistic budget, the chances are good that you will
succeed at business.
 Research – In today’s valued-oriented business
marketplace research is the tool that truly
differentiates one business from the next and one
salesperson from the next
 A good sales representative has already practiced
the “Fourth R” and already knows what the
prospect cares about before walking in the door.
Ex. Theodore Roosevelt

3. SEARCH RIGHT THE FIRST TIME EVERY TIME
 General Tip #1 - Boolean Searches - +(the plus
sign), OR, -(the minus sign)
 General Tip #2 – Search an Exact Phrase with “”
 General Tip #3 – Combo Search - ex. “vice
president” + “NIC, Inc” + information
 General Tip #4 – Word Order Matters
 General Tip #5 – Cached (Bing highlights words)
 General Tip #6 – Conduct a Database or “List of”
Search
 General Tip #7 – Cheat Sheet with Advanced or
Power Search

4. ADVANCED SEARCH
GENERAL TIP #7 OR GOOGLE TIP #8
 If you need help perfecting a search use the
Advanced Search option. This can be accessed
by hitting the gear on the right and selecting
Advanced search
 Below is the Advanced search box that will
appear with suggestions and examples

5. THE POWER OF GOOGLE
 Google Tip #1 – Google Search Suggestions(drop down list)
 Google Tip #2 – Search by Number Range ex. IBM + “network
security” 1997..2002
 Google Tip #3 – Amnesia Assistance ex. “vice president of * at 3M”
 Google Tip #3.5 – Locating an email address ex. “*@actifi.com”
 Google Tip #4 – Company Site Search ex. “marketing director”
site:generalmills.com
 Google Tip #5 – File and Document Search ex. “donor list” +
“Kansas City” OR KC site:.org filetype:pdf , marketing + budget
filetype:pdf site:garmin.com
 Google Tip #6 – Local Business Search (with photos)
Google Power: Unleash the Full Potential of Google by Chris Sherman

6. THE POWER OF GOOGLE
 Google Tip #7 – Cool Boolean Searches ex. doctor or surgeon +
“Kansas City” OR KC + “attendee list” filetype:.xls , “chief executive
officer” OR ceo OR “chief financial officer” OR cfo OR “vice
president” OR vp –jobs site:garmin.com, "healthcare industry" +
report + trends OR issues filetype:pdf
 Google Tip #8 – Boolean Cheat Sheet – Google Advanced
 Google Tip #9 – Sort your Results ex. News, Past Week, etc.
 Google Tip #9.5 – Click “Search Tools”, “All News”, “Blogs”
 Google Tip #10 – Results by Email – Alerts see next slide
Google Power: Unleash the Full Potential of Google by Chris Sherman
Google Tip #9 and #9.5 displayed above by hitting Search Tools

7. GOOGLE ALERTS
HTTP://WWW.GOOGLE.COM/ALERTS#
http://www.google.com/alerts#
 Get updates on a
prospect by setting an
alert to receive a weekly
email on recent
information or news

8. BUZZFILE
HTTP://WWW.BUZZFILE.COM
 Search for Company on
Homepage
 Register for FREE
 Easy to use list
builder(must be
registered)
 List provides a link with
company information
Another site: http://www.manta.com/mb by industry

9. INDUSTRY OVERVIEWS – HIGHBEAM
HTTP://BUSINESS.HIGHBEAM.COM/INDUSTRY-REPORTS
• Understand prospects industry
at a high level and shape
proposal around customer’s
industry
Other Sites
• http://www.asacenter.org/Community/Directories/AssociationSearch.cfm
• http://www.valuationresources.com/IndustryReport.htm
• http://www.referenceforbusiness.com/Industries
• http://www.insideview.com “Buzz” Tab

10. BLOGS
HTTP://WWW.YOUGOTBLOGS.COM OR
WWW.GOOGLE.COM/SEARCH?TBM=BLG
• Search by Company or Person or Topic
• Quickly bone up before going into an appointment

11. NEWS
HTTP://WWW.NEWSLINK.ORG/STATNEWS.HTML OR
HTTP://YOUGOTTHENEWS.COM
 Newslink – is a directory of seachable newspapers
and news sources from around the country
 YouGotTheNews – searches thousands of
newspapers in one search

12. NEWS – BUSINESS JOURNAL
HTTP://WWW.BIZJOURNALS.COM/SEARCH
HTTP://WWW.BIZJOURNALS.COM/KANSASCITY/NEWS/

13. EXECUTIVE BIOGRAPHIES – ZOOMINFO
HTTP://WWW.ZOOMINFO.COM/S/
• Another Company Contact site – https://connect.data.com -
allows you to trade contacts for credits

14. LINKEDIN – SALES NAVIGATOR(TRIAL)
Additional Contacts
• Use Advanced Search bar on left to filter results by company,
location, etc.

15. PUBLIC LIBRARIES
All it takes is a library card to login and gain access to multiple databases
i.e. Reference USA

16. SMASHFUSE – SOCIAL MEDIA AGGREGATOR
HTTP://WWW.SMASHFUSE.COM