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Frank Rumbauskas

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New York Times Best-Selling Author, NeverColdCall.com

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Best known as the author of the New York Times best-seller 'Never Cold Call Again,' Frank has taught over 50,000 salespeople how to generate hot leads without cold calling.

And if you've got a boss who makes you ...

Best known as the author of the New York Times best-seller 'Never Cold Call Again,' Frank has taught over 50,000 salespeople how to generate hot leads without cold calling.

And if you've got a boss who makes you cold call no matter what, Frank will show you how to do it effectively - identifying and engaging probable purchasers with social media, instead of the annoying cold call!

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WEB: Cold Calling

Feb. 10, 2012

Frank Rumbauskas and 4 other people answered this question

Why is it that some sales people say cold calling is dead? If cold calling is really dead, what other means are there for creating leads?

I agree with both Matt and Mark. But, you'd be really surprised how many industries are still pushing the idea of calling strangers completely at random. It goes on more than you'd think. Particularly in the telecom and insurance industries, along with uniforms, and a ... more

Feb. 10, 2012

Frank Rumbauskas and 1 other person answered this question at this roundtable

Round Two: Getting the Most Out of Google+ For Your Business [2/7 @ 11 am]

With Google now charging for maps and other services it used to offer for free, do you see them charging for Google+ business pages in the future?

Nah. AdWords is their cash cow. Google+ business pages are more real estate to show ads.

Business Application

Feb. 10, 2012

Frank Rumbauskas and 4 other people answered this question at this roundtable

How Not to Coach Your Salespeople [2/16 @ 1 pm]

What are the differences in coaching and training, management, and performance evaluations?

Coaching is one thing; training is another; and management/performance evaluations fall under a third category.
I think the most incompetence occurs in that third category, management/performance evaluations. A great example is the practice of forecasting. I see it as a waste of time since almost ... more

Performance Evaluation

Feb. 10, 2012

Frank Rumbauskas is now following Dan Waldschmidt and 1 other person

Feb. 8, 2012

Frank Rumbauskas answered this question

What are some of your best practices for researching prospects?

I love LinkedIn and Facebook. They give you enough "inside information" to find ways to connect on a personal level. In the end, people buy people over features, benefits, price, etc., and if you can find common interests via social media and then connect based ... more

Feb. 8, 2012

Frank Rumbauskas and 1 other person answered this question

What are some leading indicators you use as early buying signals?

Any invitation to continue the transaction. I grew up in New Jersey and when I explain to people that if you walk in and make a cold call in NJ and the person says, "What the ____ do you want," in the context of NJ ... more

Jan. 31, 2012

Frank Rumbauskas and 9 other people answered this question

How to make cold prospects warm customers?

Cold calling has the lowest percentage success rate of all sales activities and so I always advise against it - never cold call is my mantra.
But, some organizations require it, and their reps are forced to do it, and in those situations I find ... more

Jan. 31, 2012

Frank Rumbauskas and 4 other people answered this question at this roundtable

Power of “Face-to-Face” in a Technology World [1/24 @ 11 am]

What approaches and/or technology do you use to make a personal connection with your prospect?

Learn about your prospect via social media and look for commonalities - where did they go to school? What are their favorite sports teams? Do they have kids? Pets?
Once you can identify a commonality, then it's easy to use that to come in "under ... more

Jan. 31, 2012

Frank Rumbauskas and 7 other people answered this question

What are the most meaningless sales metrics you have seen?

Any metric other than actual number or $ amount of closed sales, since that's the only number that matters in the end. more

Sales Management

Jan. 31, 2012

Frank Rumbauskas and 8 other people answered this question

Have you made a sale using social media? Tell us your success stories!

Yes, specifically on LinkedIn. One of my challenges as an author is simply to keep up with the sheer volume of email I receive. (Every time I mail to my subscribers I get a few THOUSAND out-of-office auto replies!)
However, now that I've been asking ... more

Jan. 31, 2012

Frank Rumbauskas and 3 other people answered this question

Content, schmontent … where are the editors?

I have to agree with this 100%. But with the advent of auto-correct on Mac, even I find myself having to carefully proofread anything and everything I write, because it will inadvertently change some of my words to things that make no sense at all. ... more

Content Marketing

Marketing Writing

Following 5 Topics

Never Cold Call Again. Learn How Becoming a Master at Getting Referrals and More Importantly

Sales Management

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Knowledgeable in 12 Topics

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Sales Management

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