Cold calling sucks! Those three words landed my job at the Seattle Fortune 1000 company. Within minutes on my first interview the sales manager asked me, "What do you think about cold calling?" Waiting for him to wipe the surprised look off his face I added, "But I'm one of the best you'll ever see doing it." I went on to set company records by becoming their #1 salesman in the nation for three years. Does cold calling work? Yes. Do you have to like doing it? No. You could sell to anyone - if you could just get in front of them first. Here are just three of the many techniques you will learn for how to get in front of them. - Create the courage to call by being a coward - semper fi. - Make 3,800 cold calls this year spending 6 minutes per day. - Make your voicemail jail break. As over 150,000 people who have attended my seminars will tell you, I don't teach theory. I teach simple things that produce good results. "Jerry Hocutt is the Zen master of cold calls." - Los Angeles Times
Louis Austin (1898–1971) came of age at the nadir of the Jim Crow era and became a transformative leader of the long black freedom struggle in North Carolina. From 1927 to 1971, he published and edited the Carolina Times, the preeminent black newspaper in the state. He used the power of the press to voice the anger of black Carolinians, and to turn that anger into action in a forty-year crusade for freedom. In this biography, Jerry Gershenhorn chronicles Austin's career as a journalist and activist, highlighting his work during the Great Depression, World War II, and the postwar civil rights movement. Austin helped pioneer radical tactics during the Depression, including antisegregation lawsuits, boycotts of segregated movie theaters and white-owned stores that refused to hire black workers, and African American voting rights campaigns based on political participation in the Democratic Party. In examining Austin's life, Gershenhorn narrates the story of the long black freedom struggle in North Carolina from a new vantage point, shedding new light on the vitality of black protest and the black press in the twentieth century.
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