It’s February 2012
The Game’s the same, but the Rules have changed!
You’ve got innovative products…
…And yet, Prospects don’t want to see you.
Your Market isn’t growing…

Is This Your Situation?

1. Sales reps can’t get to qualified buyers (no return calls, cold-calling isn’t working)
2. Marketing is disconnected from the selling process. Doesn’t link you to your best prospects.
3. Pipeline is thin. Fewer real opportunities. Deals are stalled.
4. Know you need to take business in different direction.
5. Your distributors aren’t leading with your products or they’re just order-takers.
6. Need to generate more leads so Sales Reps can close more deals.
   …And above all…
7. Your market is NOT growing!

No matter what’s going on in your market, chances are the pie isn’t getting any bigger. At least not for the foreseeable future. Deals are fewer and farther between. And your bigger competitors are coming out of the woodwork, trying to reach into your business base.

I’m not telling you anything you don’t know.

But what you may not realize is this: You cannot sit this one out. Retreating to the sidelines is the last place you need to go. In fact, because you run a small business, you’re probably already working in isolation from your peers (and we’ve got to fix that. Pronto!).

What’s Changed?

It’s not just the economy. It’s Google. Consider these 4 numbers:

1.4 million — 60% — 37 billion — 65%

• 1.4 million is the number of searches Internet users conduct every minute.
• 60% of these searches go through Google.
• (as of December 2007, comScore’s qSearch study of Internet statistics show Google’s share growing 62.4 percent!)
• 37 billion searches were handled by Google just in the month of August 2007. That’s more than ONE BILLION web searches every day.
• 65% of B2B Buyers make an Internet search their first step in the process of finding new suppliers and vendors (and the B2B search engine of choice? 3/4 use Google).
• (Enquiro Business to Business Survey, 2007)

Google is now the main artery between a qualified Prospect and your small business.

Are you marketing and selling like Google doesn’t exist or that it’s just a passing fad?

You might still be hanging onto the same formula for generating new business I learned when I started my career at Intel in 1979. It went like this:

100 dials on the phone = 20 meetings = 10 proposals =
1 or 2 deals

It was Predictable. Measurable. Cost-Effective. It was “Old Math.”

For Buyers, when the need arose, they’d call their favorite Sales Reps and set up a series of fact-finding meetings and presentations. For the times when Buyers had to find a new supplier, they’d turn to the Thomas Register—a multi-volume directory of big green books (each the size of the New York Yellow Pages) which covered 67,000 industrial categories.

“Marketing” meant something different back then, too. In those pre-Internet days, Marketing was what Sales Reps, like me, did to drum up business between client meetings.

Yes, those were the good ol’ days. Vendors closely guarded and controlled product information and specifications. And if a Buyer wanted the data, they had to get it from a Sales Rep. That gave Sales Reps incredible leverage.

Today, Selling & Buying are very different!

No longer a news flash, it’s nearly impossible for a Sales Rep to cold-call their way to a meeting. Stopping by a Buyer’s office without an appointment is a surefire way to make a potential customer angry. And e-mail? Forget about it. Unsolicited e-mail marks you as a spammer.

Buyers simply don’t want to see you.

Why? Because the Internet has created such a freeflow of information, Buyers no longer need to talk with a Sales Rep to get what they need to do their job. Today, Buyers have all the leverage. For the early steps in the buying cycle where needs are uncovered and opportunities are explored, a Sales Rep has been replaced by an anonymous Google search.

But many small business B2B marketing and sales people continue to sell and market like it still was 1979. Trying to survive only on the power of personal referrals and how much territory their Sales Reps can drive (or fly). If this sounds like you and your small business, my friend, you’re living in a state of deep-seated denial.

Add to this: A tightening economy and bigger competitors with deeper wallets and you’ve got reason for concern action!

Global 2000 B2B firms are leading the way

You may have laughed at your big-boy competitors’ lethargic decision-making (and successfully sold against them because of it), but make no mistake, the Global 2000 are taking full-advantage of their heft and balance sheet to use the current market conditions to make huge investments into automating their marketing and selling “systems.”

It doesn’t matter if you’re selling embedded software, trade show displays, office telecommunications systems, ball bearings or designer thumbtacks, B2B Sales and Marketing is in high-gear for sweeping change and the Global 2000 are leading the way.

Why are big companies doing this?

Simple: Because they must. They’re suffering with the same escalating selling costs you are. Salaries, T&E, training, insurance benefits. And, they recognize Buyers now have all the leverage.

It’s called…Disruptive Change.

Think I’m blowing smoke? I invite you to look up the latest Gartner report on Multichannel Campaign Management (MCM). MCM is like SalesForce.com on steroids. MCM is about automating all the complex selling steps and follow-up procedures into the business logic of a marketing system—giving Big Businesses a distinct sales advantage.

I am not an alarmist, just a realist.

The good news is that there still is time for small companies to build their own marketing system—similar to the big boys but simplified. We call it your Marketing Game Plan. And rather than trying to figure it out on your own, we provide the B2B marketing guidance to help you create your own Marketing Game Plan, from a selection of more than 100 field-tested marketing strategies.

Why are we telling you about this?

Selfishly, we need you to be successful because small business B2B marketing is all we do. We don’t have a Fortune 500 company bankrolling us. And never have. When we see major trends like this, we believe it is our duty to tell you about them. Training you and vetting key marketing resources grows our business while it grows yours. It’s a perfect win-win as far as we’re concerned, and we hope you see it that way, too.

On Your Own… Wearing Multiple Hats…
Looking for a Better Way

Finding qualified sales reps and distributors is NOT getting any easier for you, either. Sales costs are up and the challenge of getting in to see new Prospects is real. You face the same challenges the Big Companies do. Except for one huge difference—you’re on your own.

Your reality is probably more like the man wearing multiple hats. You fill multiple roles and may even get a kick out of handling many responsibilities. After all, one of the huge advantages of working in a small business is the variety of duties.

As exhilarating as all of this may be, however, with so many responsibilities you may be wondering where you’re going to find the time to learn what you need to know about B2B marketing and keep up with the key trends. Bookstores overflow with choices, there’s a webinar every 23 minutes and your e-mail inbox is flooded with marketing newsletters.

Your business is at a crossroads (or will be soon). You know there has to be a better, more cost-effective way to market your products, but your current staff and resources are limited. You need a way to boil it all down into bite-sized pieces and filter the important from the trivial.

Before we get ahead of ourselves, however, let’s agree on the problem we’re trying to solve by answering this question…

What IS the Objective of B2B Marketing?

At every one of our workshops and seminars, I ask this one question: “When your Sales Reps have the opportunity to meet with a qualified decision-maker, how often do they win the business?”

What would your answer be?

After posing this question to literally thousands of people, I have yet to have one single individual give me a percentage below* 60%. The most common answer is 80%.
[*that is, until I conducted this B2B Workshop (download the mp3 and “hear” my dumbfounded look)]

Summarizing for the entire audience, I say something like: “That means, 8 out of 10 times, you eventually win the businesses once a Sales Rep meets with a qualified decision-maker?”

For effect, I stand in front of the audience—silent for a few moments.
Then I say, “Wow! That’s exciting news.”

More dramatic pause.

Then I ask this question: “So why aren’t you getting more of those kind of meetings?”

Silence.

Then I boil it down for everyone.

“The main problem, in your opinion, isn’t what to do in the meeting. Rather, the problem is what you and your entire Sales and Marketing Team must do to get the meetings with qualified decision-makers. Right?”

“And, given that you are here today in this workshop on Sales and Marketing [or reading this web page right now], I’m going to assume you are not getting enough of those kind of meetings?”

The #1 Objective of B2B Marketing is to Create More Opportunities to
Meet with Qualified Decision-Makers.

The #1 Objective of The B2B Marketing Boot Camp—Show You How to Build Your Own Marketing Game Plan that Creates More Opportunities
for your Sales Reps to Meet with Qualified Decision-Makers.

The Power of Unbiased, Third-Party Experts…
And The Lack of Available Talent

When Big Companies have a marketing problem, like trying to figure out how to create more opportunities to meet with qualified decision-makers, they bring in highly-paid experts. They might hire someone like Jim Collins (Good to Great) or Stephen Covey (7 Habits) or bring in the A-Team from McKinsey or Bain.

But, for your business, who do you call?

As mentioned in the Marketing-Playbook Free Report, there’s a real shortage of true Business-to-Business (B2B) Marketing consultants who are willing and capable of helping you build a marketing system tailored to your unique needs and budget.

The advantage of an unbiased, third-party expert’s advice is undeniable—no argument there. However, if you have tried to find a B2B marketing consultant to help you drive top-line revenue, you already know the challenges. In reality, most are consumer/retail marketing “suits” masquerading as B2B Marketers. Or worse—have ZERO first-hand sales experience. And for those with sales experience, their selling was for a name-brand corporation with a gigantic marketing budget.

Here’s a real-time example: Check out the January 2009 BMA/Chicago luncheon featuring Mike O’Malley, the marketing top-dog at Tellabs. The BMA is a prominent B2B marketing association. In the world of B2B marketing, it’s one of the very best (I occasionally attend), but it’s all about big company branding and big budgets. Very little is meant for small business consumption. And if you’re looking for anything remotely connected to sales, you’re going to be sorely disappointed.

Need another example?

Here’s a banner ad for a Sales Leadership Conference. Speakers from CareerBuilder, Sybase, DHL, etc. All in all, a star-studded event.

But honestly, do you have 6,000 sales people in your company? Can you relate to ANY of their issues? Plus, $775 for a 1-day conference…this conference makes the B2B Marketing Bootcamp sound like a steal. And, if you are a small business owner, it is.

This is why folks like you and me have to find better sources for B2B marketing education—for strategies that really do create more opportunities to sit across the table with qualified decision-makers.

This doesn’t mean there aren’t any good B2B marketing consultants out there. Heck, since 1996, that’s the business services we provided. The reality is there ARE good consultants—several even joined with us create the Marketing-Playbook. But with 3+ million B2B small businesses^* with 10-100 employees in the US and Canada—there simply are just too few to go around. [^*some estimates put it as high as 8 million small businesses with 10-100 employees]

To effectively train such a large market with proven marketing strategies and tactics, our business model utilizes the Internet, e-mail, teleseminars, video and other virtual replacements for face-to-face meeting time.

While never a true substitute for the classroom training, the cost-efficiency of virtual B2B marketing training is obvious (and eco-friendly!). We believe it’s how small businesses can get the strategic marketing advice they need to run their business (just like the Big Companies), while making it affordable and convenient.

B2B Marketing Boot Camp—What’s it all about?

The B2B Boot Camp is 2 things:

1. It’s a small business B2B marketing training program (utilizing all the resources within the Marketing-Playbook) that guides small business executives through all phases of building a repeatable marketing system, matched to the unique needs of their own selling process—from research to strategic planning to execution.
2. It is an ever-growing, constantly refreshed, peer advisory and reference site featuring field-tested, revenue-generating, B2B Marketing and Sales Strategies. Each Strategy includes a step-by-step guide for successful execution (See 1-page tour).

The marketing strategies are not a subset, but more than 100 of the very strategies we’ve used (and continue to use), including Strategies covering B2B Marketing topics such as:

• S.T.P.—It’s no longer the 4 P’s of marketing (that’s for consumer marketing, anyway). For B2B Marketing, it’s about STP.
• Strategic Messaging—how to boil it down to 3 PowerPoint slides.
• Google AdWords and Internet SEO—more important than ever to B2B marketers, but without the right coaching, you’ll blow your budget.
• Business Cards—THE most often-used form of B2B sales collateral.
• Copywriting—writing for customers and Google “juice.”
• Focus Groups—when and when not to use them, and how.
• Autoresponders—the hidden secret of modern B2B selling.
• Logo development—steps for getting it done right, on-time and on-budget.
• Direct mail, dimensional direct mail and marketing lists—it still produces great results, even in a digital world.
• Editorial support materials—journalists need your help to get your message out.
• Press releases, feature stories, video news releases—how to give yourself maximum leverage in the media.
• Print, web, outdoor, radio, broadcast advertising—YES, they work in B2B marketing, but you have to know how to use these (and when), otherwise you’ll blow your budget.
• Tradeshow EVERYTHING—Tradeshows & events do work, even in a digital world. You’ll learn how to master them.
• Incentives, Premiums, Promotional Merchandise, Corporate Gifts—how to self-motivate a customer change in behavior.
• PowerPoint presentations—how to grab your audience’s attention and deliver a memorable pitch.
• White Papers—one of the most important ways to break through the noise.
• …and a ton more…

If your company sells through a human sales force and you’ve made the decision to turn your marketing into a business asset that drives customers into and through your pipeline, and you want someone with real-world experience to teach you how to do it right, the Marketing-Playbook was written just for you. And the B2B Marketing Boot Camp is your jump-start!

The B2B Marketing Boot Camp is for…

• Business Owners whose success hinges on the ability of one human selling to another human and want their own Marketing system to support Sales Reps.
• B2B Sales Executives—especially those who sell through a complex Sales process (or sell through committees)—who need a real B2B Marketing System for creating more revenue opportunities with profitable clients.
• B2B Marketing Executives who want to find field-tested Marketing resources and vendors so they can stop wasting time trying to do it on their own.
• Marketing Coaches and Consultants who are looking for a System they can utilize to help their clients achieve better top-line results. Think of the Marketing-Playbook as a gargantuan cheat sheet.
• Accomplished B2B Marketing Executives who want to utilize The Marketing-Playbook as a way to refresh and rejuvenate their thinking.
• Franchise Operators who want to license the material and further customize it for use by their franchisees (makes sense, given that the Marketing-Playbook was born out of a highly successful B2B franchise system).
• B2B Marketing Agencies who want to walk-the-talk by linking Marketing campaigns to Sales Rep CRM, Pipeline and Quota.

The B2B Marketing Boot Camp — June 9^th - August 31^st 2009

First-Consideration Application Deadline: May 26^th 2009

Before I give you the details of the program, I want to make one thing clear:

The B2B Marketing Boot Camp is not for everyone! Specifically, DO NOT apply if any of the following are true:

• You have no sales force, no independent reps, no distributors or no OEMs. In other words, you are the only one carrying the water for your business.
• Your business is B2C (retail, direct-to-consumer, MLM, etc.).
• Your company is a start-up. I love start-ups, but this course is not appropriate.
• You have no ability to make room for marketing expenses. We’re as frugal as they come, but marketing isn’t free. You’re going to have to have access to budget to execute your Marketing Game Plan.
• You find it impossible to work in a team of peers. Since most of the instruction is in small groups, if you have a problem sharing the sandbox, this program will just frustrate you.

Our Expectations

As the name implies, this training is a boot camp. It is not some Junior College course, and it is no walk in the park. You should expect your head to hurt—from the work and from the process of un-learning a lot of things you may have been incorrectly taught over the years (this was true in my case, too!).

The course is based on solid, core B2B marketing principles and strategies from firsthand experience. When we recommend a particular strategy, you can expect that we’re telling you to do something that we’ve done ourselves (we try not to be the shoemaker’s children).

The training is step-by-step, but we do clip along at a fairly fast pace. Saying this, we have an expectation that you will do everything you can to keep up with the assignments. If you do fall behind, all of our material is posted online, as well as the recording of all of our calls. But we prefer that these resources be used for reinforcement of a session in which you were a live participant rather than catching it on the fly for the first time.

Together, as a team, we will define a better go-to-market strategy, develop a more successful uptake mechanism (for prospects) and streamline your pipeline. All of which will achieve our central mission to get your sales reps more opportunities to meet with qualified decision-makers. It’s what we call sales traction.

Read on, because I’m guaranteeing that, if you are accepted and follow our recommendations, the course will pay for itself (and then some) in the next 12 months.

12-week B2B Boot Camp for Business Owners and Executives

This advanced training boot camp is for B2B small business Owners and Executives who never sit on the sidelines. If you run a $1–$50 million company with a direct sales force and/or distributors/reps/OEMs AND want your marketing to create traction for your sales reps, this program is for you.

Boot Camp participants will be divided into three squads of 8 people. There are a total of 24 slots available.

The training schedule

Each week, students will participate in a training event, which may be a 1-on-1, 30-minute coaching call with me, a Team Action call for each squad (90 minutes to 2 hours), or a Group Training call for all students (2-3 hours). You will not be lacking for attention. Promise.

You should plan to devote at least 5 hours each week to the Boot Camp training events and your assignments. However, we advise that you plan to invest 10 hours a week to maximize your returns. Like all education, you will get out what you put in.

A very important component of the training is peer-to-peer coaching and networking. This means you have to be willing to share your ideas with your squad members and be open to the objective critiques of others. I’m sure this may be commonsense to you, but it bears repeating.

As a participant, you will have complete access to all the resources and vendor information in the Marketing-Playbook. There are megabytes upon megabytes of materials, examples, templates, forms and resources.

16-week B2B Boot Camp for Consultants and Coaches

This program is for street-smart, B2B Sales and Marketing Consultants and Business Coaches who want to leverage the strategic marketing assets of the Marketing-Playbook within their own consulting practice. If you want to team-up with other pros around the world, this program is for you.

You will simultaneously go through the same course materials as the Business Owner Boot Camp, and in addition, you will get specific training to properly use the materials in your own consulting practice. Your fee covers the Boot Camp plus your registration fee for the 2-day Consultant’s Workshop in September (Chicago) and a fully paid-up license for use of all Marketing-Playbook materials for the remainder of 2009.

There are a total of 8 slots available.

B2B Marketing Strategies That Take You to the Next Level

Here’s a quick rundown on some of the content from the Marketing-Playbook, which will provide the majority of the course material. I will lead you through the process of creating your Marketing Game Plan and building your own B2B marketing system:

1. How to Spot the Gaps in Your Sales Process

In my free report, I gave you an overview of our TREK® methodology for linking Sales and Marketing. Now we’ll go deep. You will learn how to spot the gaps in your company’s sales process, how to extract the information from your sales team and your distributor’s sales reps and how to roll up the results into a format you use to prioritize the gaps. We’ve got all the forms, the questions, and the gotchas covered.

2. Learning the ONE Formula for Marketing Success

One of the most valuable formulas we teach is this: $=IxR. The “I” and the “R” measure two components of your marketing, each of which should become part of your marketing and business culture (yes, I am one of those people who believe everyone in your business is part of the sales and marketing team). You can have one without the other, but for real success, you need both. You will also learn about additional resources that will further guide you to create Google-juice for your web site.

3. How to Determine the Real ROI for Your Marketing

In today’s environment, ROI is everything. At least that’s what “they” tell you. The problem is that in B2B marketing, because of the exceptionally long sales cycles, ROI is often impossible to calculate. Well, we’ve created a 7-step procedure for you to follow for calculating your own ROI. Once you know your true ROI, you will be able to create a sensible budget, not based on hunches and hopes, but rather, facts. This is a very important step in the process. You need to have buy-in to your ROI if you’re going to make marketing work for your company.

4. How to Use the Secret P.I.A. Principle to Focus on High Payoff Tactics

B2B marketing and sales is simply a process of building long-term business relationships. It is oftentimes a complicated process, but it is merely a process. It requires the same effort and time as building other relationships, so trying to make it a one-time event is not only foolish, it can be misinterpreted as a lack of seriousness. In this course, you’ll learn in detail about our P.I.A. Principle and will be provided with access to our P.I.A. calculator which will help you organize your time and effort around the highest paying tactics to drive top-line revenue growth.

5. How to Develop Your Strategic Key Messaging Workplan

The Strategic Key Messaging Workplan seeks to get everyone and anyone who touches a customer on the same page. You’ll learn the importance of this document and how to create your own Workplan. The output is not a big lofty, complicated platitude. The Key Messaging Workplan lays out your Customer communications strategy in 3 PowerPoint slides. You will use it as the underpinning for all your marketing materials and ads.

6. Your Marketing Blueprint—A Simple, Yet Powerful, Tool for Visually Presenting Your Marketing Budget and Keeping Track of Projects

Your Marketing Blueprint lists all of your marketing activities in spreadsheet format. It’s a running 12-month calendar that charts costs against activities. We’ll show you how to create yours and how to properly segregate the activities by audience-type and sales process stage.

7. Today’s Currency of B2B Selling

As a B2B marketer, your job is to make sure your company utilizes its precious Sales resources in the most effective manner. Sales Reps need to be put into sales situations that can only be accomplished with their human (and highly personal) effort. To make their time count the most, you will learn how to create their most powerful sales brochure.

Application Process

I am not accepting registrations directly—you must submit an online application which must be approved. The application fee is $100 and will be refunded if you are not accepted. (Note: There is a screening process we utilize to make sure we are helping participants who are best suited to our strengths. That said, we anticipate approving 1/3 of the applications we receive).

• If you are accepted, the fee for the Owner/Exec Boot Camp is 3 monthly payments of $799.
• If you are accepted into the Consultants Boot Camp, the fee is 4 monthly payments of $1349.

My Guarantee! Yes, there is a Guarantee.

• If your application is accepted and you attend and follow the specific coaching instructions we provide you on your private calls and group training events, we’re promising that you’ll recover your tuition through savings (you’ll learn about more economical marketing strategies and vendors) and increased sales AND if you don’t make at least $25,000 more in revenue than you would have made without our help within the first 12 months after completion of your 12-week Boot Camp, then you can receive a full refund of your tuition.

 

If you are ready to take your business in a new direction and want to team up with other like-minded, small business, B2B executives and business owners, then jump in!

The clock is ticking. Call a time out and get started immediately.

John M. Fox
Author, The Marketing Playbook
President, Venture Marketing

Frequently Asked Questions

Click on a question to see the answer or use the buttons to toggle them all.

When does it start and end?

The first session will start on Tuesday, 9 June 2009. The last session will be Monday, 31 August 2009. Then all members may continue in other Marketing-Playbook marketing reinforcement programs. Enroll now

I have your Marketing-Playbook, your Google Optimized eBook, downloaded every one of your white papers and and have listened in on some of your workshops. What am I going to learn in this course that I don’t already know?

Ultimately, that will depend upon how well you’ve been able to do things on your own, without any one-on-one interaction. Since everyone’s situation is unique, having the opportunity to get specific instruction for your situation should allow you to really kick things into high-gear. Probably the best way to know is to skim through the Marketing-Playbook website to see how much of the reference materials are new and how much of it is familiar to you. But then, in all fairness, it could also be that the most likely value you’ll get from the Boot Camp will be the opportunity to work with your peers. Since most small business owners and sales and marketing executives operate in complete isolation, having the opportunity to work out problems with 6-10 other squad members is an invaluable benefit of this program. Enroll now

What are your standards and requirements for approving applicants?

Because I’m offering such an outrageous guarantee, I want to be absolutely certain that if we give you the help we’re promising, you’ll get great results. So, besides meeting the criteria spelled out on the very top of this page (i.e., B2B, small business, human sales force, no startups), we’re looking for students who have personal drive, ability to work within a team environment and who will accomplish their assignments. Essentially, we want the people who always found a way to sit in the front row of class and not those who blew off class and their assignments (unless you’ve come to your senses after all the years and have a new-found religion for education and training). Enroll now

Where do I get an application form?

As soon as you submit your $100 application fee, you’ll be taken to a download page with an application form that you can e-mail or mail in. You can expect to hear back from us within a few days. If your application is not accepted, you’ll get your application fee back. If your app is accepted, then hang tight and get ready for the fun to begin. Enroll now

How much time per week will this take?

At a minimum, you should count on at least 5 hours per week. But I would say that is an absolute minimum. And since we’re talking about putting marketing strategies in place within your own business, I can’t think why anyone would want to put in less than 10 hours a week. I look at it this way: if you invest 10 hours a week for 12 weeks, that’s just 120 hours, or just 5 24-hour days. If your own business isn’t worth that, then this course is most likely not a good match for you right now. Enroll now

Do I need previous marketing experience to actually do this stuff?

No. But to be successful, you do need to approach this seriously. Success won’t happen on its own without effort. As Cher said, “If it was easy, someone would put it into a bottle and sell it.” Enroll now

Wouldn’t it be easier to take a university course or get what I need to know by reading a book?

Not to be trite, but if you can find a university that teaches the same material we’re offering here, take the university course.

Nevertheless, the real answer to this question is, no, it’s not easier to just to take a course or read a book. In the case of universities or colleges, they don’t need you to be successful for them to get your tuition and pay their instructors. In our case, we do. If you are not successful, there won’t be bread on our table. That’s motivation, don’t you think?

Also, very few books provide small business examples. Unless you work for a company the size of FedEx, telling you how FedEx does something is of little value. All our examples, on the other hand, are from small business. Enroll now

How many hours of phone calls will I be listening in on each week?

The group coaching calls will usually run 2-3 hours. The Team Action Group calls for your squad are about 90 minutes—with a chance for everyone to get individual attention. The personal coaching calls on alternate weeks are 30 minutes. You receive MP3 recordings of your personal calls and recordings of the group sessions, so you can refer back to the specific advice and ideas you get. Enroll now

What time will the calls be held?

For your one-on-one calls, you may select between weekdays during business hours or evening (U.S. Central Time). Also, if you miss a group or squad call, you’ll get MP3’s of every call.

Note to students outside North and South America: Group-wide calls rotate evenly between 8am CST US time, 2pm and 7pm, which means they’ll be convenient for almost everyone two thirds of the time. Team Action Group and 1-on-1 calls will be scheduled according to YOUR preferences so you don’t miss anything. And again, group calls are recorded and distributed so you can listen later. Enroll now

How many one-on-one phone calls will I be on?

You’ll get three one-on-one calls and at least three Team Action Group calls. You WILL NOT suffer from lack of attention. Enroll now

What if I get through the first few sessions and suddenly realize that I’m in over my head?

Here’s our refund policy (also see question below: “Can I quit and get a refund?"). If you get to week 3 and it’s too much for you, you can keep what you’ve already received and cancel the remaining payments. Enroll now

What if something comes up (family emergency, health crisis, hurricane, a horrible, crippling blizzard) and I can’t make a session or miss a series of calls, or I have to stop halfway?

That’s why we record the calls and send them to you. You will want to refer to these recordings multiple times, because they are very dense with valuable strategies. And again, the whole thing is guaranteed. If something severe comes up, you can discontinue the course and we’ll stop the payments. And if you want to continue in a later coaching program you can do that. Enroll now

Can I quit and get a refund?

This is not one of those deals where you get 8 weeks into the semester, miss half your classes and meetings, then ask for a refund and get it. Your local community college doesn’t offer that deal and I don’t either. The deal is, you keep up with the assignments. You show up to class. You do the homework. You follow the advice. Refunds are for those rare cases (and they are rare) when the advice doesn’t work. Hey, we don’t know everything, and we can’t solve every marketing problem in the universe. But as you can see from the testimonials, we’ve got an outstanding batting average. If you’re willing to do the work, we’re willing to guide you. Enroll now

What are you actually guaranteeing me?

Given all the moving parts in every business, I can’t guarantee a specific financial result; your success, after all, depends on what you do. However I can guarantee this: I can guarantee you that if you’re accepted into the program, and if you follow the specific coaching instructions we provide you on your private calls, that you’ll recover your tuition through savings (you’ll learn about more economical marketing strategies and vendors) and increased sales AND if you don’t make at least $25,000 more in revenue than you would have made without our help within the first 12 months after completion of your 12 week Boot Camp, then you can receive a full refund of your tuition. Enroll now

I don’t have any marketing staff. Should I wait until I do?

Since this is a Boot Camp on Marketing, it is my expectation that you must have resources in place to accomplish at least the bare minimum. For example, if you are required to write a short white paper or make changes to your website, you must have a way to get these done. Your work doesn’t have to win any design awards, but again, you have to have access to resources. And by the way, if you don’t know of any contract marketing professionals, it’s likely we can recommend some to you or help you find some on Elance. Enroll now

This looks like a lot of work. Maybe I should just hire an agency.

This is a strategic decision for you. Our experience has been that small businesses (10-100 employees or $1m - $50m revenue) get much more predictable results with an internal marketing department. Plus, an internal team is usually able to respond quicker. Enroll now

 

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