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Article Title:
Cold Calling Rapidly Disappearing

Article Description:
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?

Additional Article Information:
468 Words; formatted to 65 Characters per Line
Distribution Date and Time: Wed Apr 19 14:35:19 EDT 2006

Written By:     Frank Rumbauskas
Copyright:      2006
Contact Email:  mailto:[EMAIL PROTECTED]

Article URL: 

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Cold Calling Rapidly Disappearing
Copyright © 2006 Frank Rumbauskas
FJR Advisors LLC

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?  Why is cold calling going away?

There are several reasons.  First of all, prospects have become 
so sick and tired of cold calling that they have reached the 
point of total intolerance.  Seasoned salespeople know this, yet 
many continue to cold call, if only because they haven't been 
taught anything different and have become used to the daily 
rejection.  Rookies, on the other hand, are taken aback at the 
reactions they get while cold calling and immediately abandon it 
or switch professions.

Second, prospects don't need salespeople to inform them anymore. 
Years ago, a prospect would be open to listening to salespeople 
who were cold calling, take in the information, and possibly move 
forward with a purchase.  This is no longer the case because 
prospects who are in a buying mode have all of the information 
they need right at their fingertips thanks to the Internet.  So, 
while salespeople are still necessary to carry out the actual 
selling process, cold calling is rapidly going away now that 
we're in the Information Age.

Third, the Internet has taken business networking to a whole new 
level.  Only a couple of years ago, it was a rite of passage for 
a salesperson to waste lots of time and money attending chamber 
mixers and networking groups, only to walk out empty handed. 
This was no more effective than cold calling, but was the extent 
of networking sophistication for nearly all salespeople.  Now 
that we have rapidly growing business networking sites with tens 
of millions of members, it's easier than ever for salespeople to 
make valuable connections without ever cold calling or wasting 
time at mixers.

Fourth, younger salespeople are becoming marketing-savvy.  It's 
no secret that a well-executed personal marketing plan can 
generate more than enough leads, so marketing is taking the place 
of cold calling as far as prospecting goes.  In the last couple 
of years, the idea that one can replace cold calling with an 
intelligent personal marketing plan has finally been accepted as 
reality.  Now that sales managers are finally starting to catch 
on, cold calling is disappearing quickly.

Finally, cold calling is a morale killer.  New entrants into the 
sales profession see the drudgery and misery of cold calling, and 
realize that it will get them nowhere.  You can't be successful 
if you hate what you do, so why do something you hate?  That's 
why cold calling is so detrimental - everyone hates doing it, and 
performance suffers as a result.

The bottom line is that cold calling is dead, and is a leftover 
relic of a previous generation.  Today's successful salespeople 
have said no to cold calling and yes to smart marketing.

Frank J. Rumbauskas Jr. is the author of Cold Calling 
Is A Waste Of Time: Sales Success In The Information 
Age and Never Cold Call Again: Achieve Sales Greatness 
Without Cold Calling.  For more information please 



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