Never Cold Call Again!: Achieve Sales Greatness Without Cold Calling Paperback – 10 May 2006
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From the Back Cover
GENERATE MORE LEADS AND HIGHER SALES WITHOUT COLD CALLING!
Salespeople everywhere are learning the hard way that cold calling just doesn′t work anymore. Yet, millions of salespeople are stuck in the past, using twentieth–century sales techniques to try to lure twenty–first–century customers. But today′s consumers have no patience for the sales pitch that is, if they even answer the phone at all.
There has to be an easier way to find more and better prospects and there is. Today′s most successful salespeople are using modern technology to bring prospects to them, rather than fishing for prospects over the phone. In Never Cold Call Again, Frank Rumbauskas shows you how to move your sales program into the Information Age using modern marketing tools like e–mail, Web sites, and blogs. Based on interviews with top performers, proven marketing tactics, and his own sales experience, Rumbauskas shows you how to make more money in sales without the high–pressure tactics and closing speeches everyone is sick of. This cutting–edge guide will bring your sales methods into the future, without the cold call. Plus, you′ll learn how to:
- Craft a unique message and get it out to the masses
- Use e–mail to land prospects you wouldn′t get over the phone
- Use direct mail techniques that still work
- Build a Web site and drive traffic to it
- Maintain ongoing contact with prospects
- Use newsletters to get the word out
- Write a blog to attract qualified prospects automatically
- Get free publicity from the media
- Think like an independent consultant, not a sales rep
- Develop and deliver a powerful sales proposal
Cold calling isn′t just ineffective; it′s outdated. Never Cold Call Again will show you how to tap into the power of modern marketing to increase your prospects and boost your sales without even picking up the phone!
About the Author
Frank J. Rumbauskas Jr. started his sales career cold calling to no avail, failing to make his numbers, only to receive the useless advice of increase your activity from managers. He then went into a trialand–error period of several years and developed a complete system of selling that made him a top producer without cold calling. Author of the self–published sensation Cold Calling Is A Waste Of Time, Frank lives in Phoenix, Arizona, where he is a partner in several businesses including an insurance agency, a telecom services provider, and, of course, his sales training company, which strives to educate all salespeople that there are much better ways to prospect than cold calling. Frank s blog can be found at nevercoldcall.typepad.com.
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Top customer reviews
The second half comes up with a mind blowing revelation that you can actually mail out a flyer!! well I never thought of that!!! and then of course you follow up the flyer with a phone call and because the target probably never saw the flyer or did and binned it and forgot he ever saw it, your call becomes nothing other than a cold call!!
so thanks for nothing.
Ivan Gane, 30 yrs in sales, and should have known better!!!
If Steve Jobs tells you he knows how to build a better computer, then listen. He is probably right.
If Bernie Madoff tells you he knows a surefire way to invest in stocks and make money, then don't. He is probably lying.
Frank never succeeded at selling, therefore YOU ARE A MUG if you take his advice about it.
Obviously cold calling does work if you do it correctly. The question then becomes how do you stand out and making your approach compelling enough, enough of the time that the exercise is worthwhile? If you cannot make your approach stand out then you might very well be wasting your time. That is true of ANY form of marketing or advertising. Cold calling is no different in that respect.
If Frank could sell using any prospecting method he chose, then why would he be hawking a book and CDs for $144 each and not selling huge Big Data deals for IBM or Jumbo-Jet maintenance contracts or large banking systems or oil rig services contracts? A top flight salesperson in the USA can make $500k as an employee. Good salespeople in Banking Software earn basics of $200k and can double or triple that with commission payments.
It should be blindingly obvious, if you stop to think about it, that what Frank Rumbauskas did learn from his career of failing as a salesperson is an firm understanding of how failing salespeople think. Rather than learn how to sell professionally he decided to feed on the desperation of failing salespeople under pressure at their work and suck $50 to $150 dollars out of them with his teaser PDF downloads, for telling them what they could have found out for free on the web. i.e. nothing new.
Enough Americans seem to love these self-promoting infomerical types that Frank Rambauskas can make a reasonable living. Or as P.T. Barnum once said, "there is a sucker born every minute".
Frank is the 21st century equivalent of the failed goldminer working out there is a good living to be made selling "How to get rich Goldmining" books to people with more money than common sense.
The other main theme of the book is building systems, a set of repetable processess executed by an emerging digital age (the book was written early in the internet years when content promised lots)that create demand meaning the prospect calls you putting you in a position of power and control. This as any field rep knows, is as rare as rocking horse poo. Unfortunately for Frank, his systems don;t work. SPAM filters and the fact that 1000's of emails pour into our target prospects inbox every day means the cold call - all be it by somebody else less expensive - is the only prosecting strategy that still works. Linkedin offers some hope, but not for long for the same reasons - there are 10000's of companies chasing too few opportunities.
Never cold call again. Write a book with outlandish claims and mugs - like me - will buy it - although I bought it for research purposes - some of my clients have asked me what i thoiught of this book - we'll thats my story and I'm sticking to it.
After going on and on about how he had a new system and could help you avoid cold calling. His answer. Send out a flyer and get someone else to do the calling. What a genius, why on earth didn't everyone else in the world think of the same thing.
Great idea number 2. Send them an email. Seriously? It's not 1999, prospects ignore those completely.
May be useful if you are new to sales and sell low value commodity products, if you are in a true B2B sales role run a mile.
I have my doubts that the techniques can be applied to all industries. I belief a mixture of internet marketing and the conventional cold calling needs to be implemented to achieve maximum result.
A great book for newbies who are new to Internet Marketing though.
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