Part One: Introduction Ch 1: The Lost Art Of Proactive Calling In The Sales Profession Ch 2: An Executive Summary: How To Pick Up The Phone & Sell Ch 3: Lead With The Phone: Make It The Tip of Your Selling Spear Ch 4: The Phone Is The Single Most Effective & Underused Selling Tool We Have Ch 5: Why We Avoid The Phone Ch 6: The Phone Compared To Other Sales Communications Pathways Ch 7: Planners & Trackers To Help You Pick Up The Phone & Sell Part Two: Your Mindset & Your Phone Ch 8: It's Impossible to Outsell Your Mindset Ch 9: Fear Is The Enemy of Picking Up The Phone Ch 10: Let's Talk About Our Specific Fears Around Phone Selling Ch 11: Believe In Your Value As Much As Your Customers Do Ch 12: Perseverance Is A Sales Superpower Ch 13: The First Phone Call Is The Answer! Part Three: Cal Tactics, Mechanics and Strategies Ch 14: How Proactive Calls Can Fit In To Your Sales Process Ch 15: Pre & Post-Call Communications Ch 16: What Time of Day Should You Call? Ch 17: How Many Calls Per Day? Ch 18: The Power of a Pomodoro Timer Ch 19: Always Leave a Voicemail: Simple Scripts To Get Your Calls Returned Ch 20: An Effective Proactive Call Has Three Parts Ch 21: Silence Will Make You Rich Ch 22: Why It's Critical To Log Your Calls Part Four: Who Should You Call? Mostly, Call People You Know Ch 23: You Know Hundreds of People Who Can Buy From You -- Call Them! Ch 24: Call Customers Who Can Buy More From You Ch 25: Call Customers Who Just Received Products Or Services Ch 26: Call Customers Who Haven't Made Their Regular Purchase In A While Ch 27: Call Customers Who Email You Orders & Inquiries Ch 28: Call Customers Who Have a Quote or Proposal Ch 29: Call Customers You Haven't Talked To In Three Months Or More Ch 30: Call Customers Who Used To Buy From You, But Stopped Ch 31: Call Customers Who Are House Accounts and Rarely Hear From Your Company Ch 32: Call Prospects You've Talked To, But They Never Bought From You Part Five: Cold Calls: Calling People You Don't Know.Yet Ch 33: An Important Note On Cold Calling Ch 34: The Benefits of Calling People You Don't Know.Yet Ch 35: There Are No Cold Calls, So Stop Thinking About Them This Way Ch 36: Finding Who To Cold Call Ch 37: Scripts for Quickly Warming Up Cold Calls Ch 38: Let's Focus on What We Can Control Acknowledgements About the Author Index.