Includes index.

Cold calling is dumb, but prospecting is necessary : smart calling is the answer -- Creating your "possible value proposition" -- Intelligence gathering : making your calls smart -- Using "social engineering" to gather intelligence -- Setting smart call objectives, and never being rejected again -- More smart ideas for prior to your call -- How to be smart with voice mail -- Working with screeners, gatekeepers, and assistants -- Opening statements : what to avoid to minimize resistance -- Creating interest with smart call opening statements -- Handling early resistance on your smart calls.