18 Most Recent Articles
Written By: Frank Rumbauskas

1	Sales Prospecting for Long-Term Success Written by: Frank Rumbauskas | Distributed: 2006-07-31 | - Word Count: 597 | Viewed: 1532 | Votes: 8 | Rating: 1.75 One of the biggest challenges facing salespeople when prospecting is that few, if any, new contacts become long-term possibilities for sales or networking. Could you imagine how much more successful you'd be if you could take each and every cold contact you make while prospecting, and transform it into a long-term connection that remains in constant contact with you for the long haul? Think about it.
2	Cold Calling's Dark Side Written by: Frank Rumbauskas | Distributed: 2006-07-26 | - Word Count: 443 | Viewed: 1180 | Votes: 10 | Rating: 2.50 Have you ever wondered why sales managers are so insistent that you cold call? Have you ever wondered why many companies will not even consider a marketing budget, and instead mandate cold calling, make it a job requirement, and tell you you'll be fired if you don't do it?
3	Cold Calling Rapidly Disappearing Written by: Frank Rumbauskas | Distributed: 2006-04-19 | As more and more people enter the sales profession, less and less are utilizing cold calling as their prospecting technique of choice. Why is this happening?
4	Cold Calling - Top 5 Reasons to Avoid It Written by: Frank Rumbauskas | Distributed: 2006-04-19 | Cold calling, once the only method of sales prospecting, no longer works in today's world. Here are the top five reasons to avoid it:
5	Cold Calling Prospects Before and After Hours Written by: Frank Rumbauskas | Distributed: 2006-03-01 | As a business owner myself, I can tell you that this idea is a ridiculous idea that will only waste your time and make you even more frustrated with cold calling.
6	Stop Selling by the Month! Written by: Frank Rumbauskas | Distributed: 2006-02-09 | I can always tell what part of the month it is by my book sales. Want to know how? At the end of the month, everyone is scrambling to make sales so my sales are down. At the beginning of the month, most salespeople are surfing the web instead of working so my sales are way up.
7	A Standardized Company Sales Plan - Good Idea or Bad? Written by: Frank Rumbauskas | Distributed: 2005-12-01 | I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it. I found the advice given in that article to be deeply disturbing...
8	If Cold Calling Works For You... Written by: Frank Rumbauskas | Distributed: 2005-11-10 | I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they've become quite successful by it. That's fine - as I've always said, if it works for you, then keep doing it.
9	Best Price or Biggest Margin? Written by: Frank Rumbauskas | Distributed: 2005-11-04 | With so many companies paying commissions as a percentage of gross margin, it's tempting to quote full price - or at least a very high price - when writing proposals. You'll certainly make the biggest commission this way, but the question begs: will you lose too many sales on price to make it worthwhile?
10	Sales Conflict Vs. Cooperation Written by: Frank Rumbauskas | Distributed: 2005-10-28 | There are two main types of communication that take place in selling situations: conflict and cooperation. Which type of communication you're using will have a profound impact on whether or not you get the sale.
11	The Fallacy of Funnels And Forecasts Written by: Frank Rumbauskas | Distributed: 2005-10-20 | If there is one mainstay in virtually every sales office, it would have to be funnels & forecasts. Sales managers swear by them; however, I've found that they frequently do more harm than good.
12	The Hidden Cost of Cold Calling Written by: Frank Rumbauskas | Distributed: 2005-10-14 | The majority of sales organizations today continue to mandate cold calling by their salespeople. They do this despite the fact that cold calling has the lowest return of all prospecting methods.
13	How To Stop Chasing Prospects Forever Written by: Frank Rumbauskas | Distributed: 2005-08-18 | Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead.
14	The Cold Calling Conspiracy Written by: Frank Rumbauskas | Distributed: 2005-08-05 | A consipiracy exists in the world of selling. A cold calling conspiracy. What I'm talking about is the requirement by most sales organizations to make cold calls on your time and at your expense.
15	Keeping Your Sales Team Motivated Written by: Frank Rumbauskas | Distributed: 2005-04-14 | Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem.
16	Why Cold Calling Is Dead Written by: Frank Rumbauskas | Distributed: 2005-03-30 | Our world of selling is closed off from other areas of business that continue to adopt and embrace new, efficient ideas. I was reminded of this recently while re-reading Seth Godin*s *Permission Marketing.*
17	Is Cold Calling Dead? Written by: Frank Rumbauskas | Distributed: 2005-03-17 | Is cold calling dead? And if laws are being passed to put it to rest once and for all, how do we generate business from now on?
18	Dramatically Improve Sales with The KISS Test Written by: Frank Rumbauskas | Distributed: 2005-03-10 | However, the majority of salespeople violate this basic KISS principle more often than not.