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Comment: The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact (including the dust cover, if applicable). Spine may show signs of wear. Pages may include limited notes and highlighting. May include "From the library of" labels.
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Never Cold Call Again: Achieve Sales Greatness Without Cold Calling Paperback – May 10, 2006

3.4 out of 5 stars 119 customer reviews

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Editorial Reviews

From the Back Cover


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Cold calling isn't just ineffective; it's outdated.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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Product Details

  • Paperback: 196 pages
  • Publisher: Wiley; 1 edition (May 26, 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 (119 customer reviews)
  • Amazon Best Sellers Rank: #301,014 in Books (See Top 100 in Books)

Customer Reviews

Top Customer Reviews

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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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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Format: Paperback
I read this book sure I'd hate it. I didn't. I don't recommend it, it's a very light read and can be finished in less than 2 hours. (Its in the library) But there are some insights, and the gems in this book have nothing to do with cold calling.

Franks starts with a basic definition of sales as "convincing another that they want or need your product regardless of whether they do or not. That is insulting to a professional salesperson. Then shares his career misadventures with cold calling. He talks about his repeated loss of employment, which points out he doesn't know how to do it correctly. He makes another false assumption that salespeople starts out monthly with zero in the sales funnel.

True salespeople don't start each month with zero in the funnel. True salespeople build trust and relationships with their clients and would never think of shoving unnecessary product on them. True salespeople understand their self promotion efforts might include cold calls, and they should include more.

There are other contradictions. Such as don't cold call yourself but if you hire someone to make your cold calls, its called marketing. OKkkkk. Drop off (cold) brochures in offices and hope they send back a fax reply card. It's all choice of words --a cold call is a cold call.

The parts of the book that are good are his self promotion techniques. And he goes into length about preparation for a sales presentation--researching your client before the call, all solid advice. Info on shift of power are good and bad. I don't believe me, as salesperson takes immediately a subservient role to a buyer--I believe I have information of value. His info on value propositioning is right on too. The law of compensation is also right on.
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