In the world of Face-to-Face selling (often called B2B or B-to-B), it’s never been so easy to find potential companies to sell to. Search engines make it easy. You can also buy mailing lists and AdWords and all sorts of things that will get you close to a customer.

But you and I know—having an e-mail list and closing a sale are two very different things.

Winning a new account in the B2B world is all about relationships and product knowledge and references and selling style and personality and many, many other things. Not to mention your competitor who’s probably some bigger company with more money and an established name-brand.

The typical solution to this dilemma? Work harder. Make more calls. Send more unsolicited e-mails. And make even more telephone calls. It’s brute force and sometimes it works.

But most of the time it doesn’t, mainly because it burns out your Sales Team.

Every now and then, something happens to break the monotonous drudgery of cold calls. Someone in a leadership position attends an industry seminar on Marketing or reads a book. Or finally has had enough of watching the competition steal anther account they didn’t deserve. Whatever it is, something creates a spark.

The blinders come off. They finally understand the challenges facing their company and its Reps. And they react. They circle the wagons, call some of their buddies for advice and start spending money on Marketing. Lumpy Marketing.

What’s Lumpy Marketing?

It’s the kind of Marketing that gets done On-Demand (or On-Command of the loudest sales person or the one who’s first in line). No particular plan, budget or strategy, just a bunch of things that get done when someone demands it.

You’ve probably experienced Lumpy Marketing yourself…

“Oh my God, we’ve got a trade show in 2 weeks, did anyone order more sell sheets?
How about booth graphics? Are we going to give away anything?”

If you go to 2 tradeshows/yr. — you’ve got 2 spikes of Marketing activity for the year. In my book, that’s Lumpy Marketing. It’s choppy and bumpy and…well…lumpy.

Purely reactive. A knee-jerk reaction. It’s a start but not a good way to grow your business.

You’re wasting time and money.

In the right hands, Marketing DOES make a huge difference in what your Sales Team can accomplish (I should know—I’ve made a career at B2B Marketing). I’ve been on the front-lines of making Marketing work at the smallest of businesses—many of them with only 1 employee.

But the cold, hard reality is this: Marketing looks easier than it is. I’ve personally watched hundreds companies try a lot of things and because they didn’t really have a clue what they were doing ended up wasting a whole lot of money and precious time.

How You Can Smooth Out Your Lumpy Marketing

Yes, Marketing can be a trap door (and giant sink-hole), but it shouldn’t be for you. That’s why I wrote my 5-day e-mail mini-course. I want to help you have the kind of Marketing your Sales Reps (and your company) deserve—NOW.

Here are some of the things you’ll discover in just 15-minutes a day:

• The ONE overriding formula for Selling Success.
• Why B2B Marketing and Sales are so rarely on the same page and what you can do to fix the problem.
• Why B2B Marketing is NOT a numbers game and how you can “Dollarize” the value of a meeting to prioritize your Marketing.
• How to use the Secret P.I.A. Principle to fix your Lumpy Marketing.
• How To get more referrals by making it easier for people to refer business.

My FREE 5-day Mini-Course

will give you tools to fix your own Lumpy Marketing

And just for the record—most e-courses are merely sales pitches that are short on meat and long on hot air. That IS NOT what you’ll get in my mini-course. Just like all the content on this web site and in my book, the course is packed with enough information to make your head hurt. In fact, if you are serious about the mini-course, YOUR HEAD WILL HURT!