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Never Cold Call Again: Achieve Sales Greatness Without Cold Calling Paperback – May 10, 2006


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Never Cold Call Again: Achieve Sales Greatness Without Cold Calling + The Never Cold Call Again Online Playbook: The Definitive Guide to Internet Marketing Success + Selling Sucks: How to Stop Selling and Start Getting Prospects to Buy!
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Product Details

  • Paperback: 196 pages
  • Publisher: Wiley; 1 edition (May 10, 2006)
  • Language: English
  • ISBN-10: 0471786799
  • ISBN-13: 978-0471786795
  • Product Dimensions: 6 x 0.4 x 9 inches
  • Shipping Weight: 8 ounces (View shipping rates and policies)
  • Average Customer Review: 3.4 out of 5 stars  See all reviews (98 customer reviews)
  • Amazon Best Sellers Rank: #189,738 in Books (See Top 100 in Books)

Editorial Reviews

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.

More About the Author

I'm best known as the author of the New York Times best-seller "Never Cold Call Again" which turned the sales world upside-down and has taught tens of thousands of salespeople how to get hot leads without ever cold calling again!

I spent the first half of my sales career doing what I was told - cold calling - and banging my head against the wall looking for another way. Finally, after years of trial-and-error effort, I perfected a system of lead-generation techniques that I now offer to others, and that has changed the lives of countless salespeople and small business owners around the world.

For a FREE PREVIEW of my comprehensive lead generation system, please visit www.nevercoldcall.com where you can download a free PDF.

HIRE ME to train your sales team to flood themselves with an endless supply of hot, qualified leads! Shoot me an email at frank@nevercoldcall.com for speaking, consulting, training, or just to say hi!

Join me on FACEBOOK:
http://www.facebook.com/pages/Never-Cold-Call-Again/255295034486523

Follow me on TWITTER:
http://twitter.com/#!/FrankRumbauskas



Specialties
Sales training, cold calling, prospecting, sales prospecting, marketing, small business marketing, independent professional marketing, marketing consulting, adwords, pay-per-click, ppc, internet marketing

Customer Reviews

It is the best investment into a sales book you can ever make.
Otto Ruebsamen
It implies that the book will teach you how to generate leads without cold calling, and it does, but that's only one part of this outstanding three-part book.
John
He emails me like 10 times a day trying to get me to sign up for his class or buy his book.
Amber

Most Helpful Customer Reviews

211 of 237 people found the following review helpful By AliGhaemi on September 24, 2006
Format: Paperback
Achieving sales greatness without cold calling might be a looked-for goal in sales circles - although greatness is hell of a subjective term - but Never Cold Call Again is ultimately contradictory in content, immaterial to enterprise sales and poorly written and constructed.
Setting aside the author's weak command of the English language, including but not limited to poor grammar, redundant and numerous superlatives and misuse of pronouns, what is more germane to the average reader is how Frank Rumbauskas begins with one premise and quickly proceeds to negate it. Firstly though, it is clear that Rumbauskas is better suited and more experienced at low figure sales. Some of his general advice might just be relevant to selling vacuums, low cost service or sub-$1000 telephone systems, but will not travel beyond to larger enterprise sales. One can cite his advice to include one's telephone number and e-mail address in fax-back forms on page 59 as one example. Who is this book aimed at? Furthermore, miscellaneous advice, like pretending to be in a prospect's area (naturally while calling the person on the phone as described on page 63) dressing up as a form of subterfuge or impersonating one's executive assistant (again on page 63 - the author suggests giving this script to a fellow or a telemarketer: "Good morning. I'm an executive assistant with the office of Frank Rumbauskas. I'm pleased to inform you...") is plain wrong and immoral.

It is prose like this, which disparages the sales profession in the eyes of millions.

At its core, the author's assertion that individual cold calls are a waste of time and his advocacy for the concept of leverage are sane. He advocates a variety of marketing activities as a superior alternative to cold calling.
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93 of 108 people found the following review helpful By Mark T. Brody on April 2, 2008
Format: Paperback
Cold Calling IS a waste of time. I couldn't agree more. However, so is reading this book. One of the biggest pet peeves I have with books that make such incredible bold statements, are that they ALWAYS try to upsell you. It seems like Frank's whole mission with this book was to get you to read it with a very clever, catchy title, confuse you, then have you sign up for his FREE newsletter! Which, btw, is nothing more than BOMBARDING you with SPAM. And he has the right to bash "sleazy" sales tactics in this book! The upsell is THE king of sleazy sales tactics! Whet the appetite, confuse the reader, then offer VERY pricey alternatives, so you get the REAL answers! Ridiculous. This guy is the epitome of a snake oil salesman.

There is SOME good advice in this book. I'm not going to bash it completely. But most of his ideas are shaky at best and were already outdated by 5 years before this book even came out, and of course, are SEVERELY lacking in proper application. He goes on and on in various chapters about how NOT to do something, then when it comes to doing it right, he offers incredibly vague advice. I'd say 95% of this book is about how NOT to do something, and 5% is about how to do it right. Once again, sleazy and misleading.

I've tried applying some of the tactics in this book, and have received WORSE results than I'd have gotten from cold calling! Perhaps if this sleazeball went more into detail about how to actually apply his principles (rather than bash the heck out of everything else), I might have gotten something of value from this book.

I don't care for the author, nor do I care for this book. This book should have come with a bucket of wipes, to wipe the slime off of it.
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30 of 35 people found the following review helpful By Dindang Dindang on May 23, 2010
Format: Paperback
Frank, PLEASE, ask your sales STOP COLD CALLING ME. I am overseas on business a lot. Your COLD-CALL sales keep waking me up mid of night asking me to buy your books or CDs. Everytime I pick up your cold call overseas, it costs me international rate. Can you tell me where I can send the bill?

However, this is something I am impressed by you.
I put your email in spam folder whenever I saw it. But I keep getting your promotional emails showing up in my email box. (It doesn't happen to other spam emal). I can't stop your SPAM EMAIL!
I am impressed!How do you do it?

You claim to teach people how not to cold call. All I see what you do is exactly COLD-CALLING.
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26 of 31 people found the following review helpful By Mark Twain on January 3, 2007
Format: Paperback
This book has no value whatsoever and is pathetic. I would love to hear from someone actually doing this and making big money unless their product/services literally sell themselves.

This author lends himself to believe that we all have the time and money in the world to "MARKET" our products and services and feed our family and pay our mortgage at the same time and all your selling problems will disappear . BLAH.

Yeah, let's take the dillusional appoach to prospecting and closing.

If you know selling, then , you know Sales Success is a "No Pain, No Gain" Business as most all the sales you've ever made were likely accounts you worked on for a long time.You have to be comfortable with being uncomfortable.

This book and his follow up "I hate selling" reminds me of all the info-mercials that promise success or weight loss without work...WHY? Because this stuff SELLS. We are the suckers that want to believe that if we want to "lose weight" we can just take a pill or for just 5 minutes per day Blah Blah..AARRGGHHH

I've been in the trenches of sales for over twenty five years and live a good life and I LOVE SELLING. You must love selling if you want to become successful, if not, don't do it as you will want to always take the easy approach and starve.

My Question to the author is: How long do you sell before you got frustrated enough to figure it was time to get into the "How-To" business.

And lastly, i notice that the author ATTACKS anyone who gives a luke warm or bad review of his book... Great Job Frank, That'll Sell Them

For some one who is an expert in sales, you really don't take rejection and criticism too well, do you. You would fail in the real (REJECTION) world of selling
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