Phoenix, AZ (PRWEB) January 10, 2006
For years, cold calling has been the method of choice for finding new customers for salespeople everywhere. However, today's economy has made cold calling obsolete, says Frank Rumbauskas, the foremost authority on the death of cold calling.
"Twenty years ago you could cold call and sell something. Nowadays, that simply annoys people and is frequently illegal. Cold calling is dead, and new and innovative ways to attract prospects are in," he said.
Since starting http://www.nevercoldcall.com almost three years ago, over ten thousand salespeople have implemented his Cold Calling is a Waste of Time sales system and are successfully selling more without any cold calling whatsoever. As he points out, however, the shift away from cold calling is difficult for many to accept.
"In most companies, cold calling is the sole method of generating business. Managers and trainers simply haven't accepted the reality that cold calling doesn't work in today's complex world," says Rumbauskas.
He also warns that many employers have an ulterior motive in mandating cold calling.
"Cold calling is a way for companies to avoid marketing costs. They have the sales force cold call instead, which of course is done at the salesperson's expense. It's a tremendous waste of time and money for salespeople and ultimately leads to failure, but it's an easy way for companies to cut short-term costs," he said.
Rumbauskas cites numerous reasons for the death of cold calling, including a comprehensive study done by the Kenan-Flagler Business School at the University of North Carolina, which concluded that over 80% of executives absolutely will not accept cold calls. He points out that dozens of ways now exist to prospect without cold calling, so you have everything to lose and nothing to gain by offending prospects with cold calls.
For more information, or to obtain Frank Rumbauskas' free e-book, Cold Calling, please visit http://www.nevercoldcall.com