Christopher Ryan

How the 80/20 Rule Applies to B2B Revenue

Every month or two, I teach a brief course to military veterans who are transitioning into civilian life and have a desire to start a business. One of the points I emphasize is to quickly figure out which of their actions will have a large…

CEOs: Stay Ahead of the (Sigmoid) Curve to Grow Revenue in 2020 and Beyond

In the early 2000s, I was an investor and advisor to a company that sold a fairly well-known sales force automation (SFA) tool. Like most software at that time, it was sold in boxes containing CDs. We used to call unused software of this...

Six Strategies to Sell More by Selling Less

I first wrote about the concept of selling more by selling less in a 2016 article, How to Sell More by Selling Less.  While that article was written from the marketing perspective, thought I would now talk about what sales reps and their managers ...

10 Ways to Double Your LinkedIn Impact in 60 Days

Last week, I presented at an event in Denver called the Sales Symposium – put on by the smart folks at the Sales Expert Channel. I shared strategies for building meaningful (and profitable connections). You can view the Slideshare presentation here, an...

Should Your Company Brand be Distinctive or Descriptive? 6 Lessons Learned

Everyone has an opinion when it comes to branding. Over the course of my career, first as a client-side marketing executive, then as a revenue-growth consultant to B2B companies, I’ve had the opportunity to participate in dozens of major branding projects (e.g. what to...

Making the Transition from Push Marketing to Pull Marketing

You have no doubt heard of the many benefits of pull marketing, also called inbound marketing.  But perhaps you face a challenge that is common to many of our clients – how to implement pull marketing without disrupting your sales pipeline. You wa...

Sales Lead Management: Are You a Victim of Failure to Follow-Up?

I talk about the concept of stopping “revenue leakage” a lot, and one of the biggest causes of revenue leakage is when sales or marketing reps fail to follow-up (FTFU).  You spend a lot of time and money to generate inquiries and then see the…

Marketing and Sales Acceleration: Step 3 to Power Revenue Growth

In two previous posts, I covered the first two steps in driving B2B revenue growth, assessing your current state, and achieving marketing and sales alignment. Both articles, and this one, are based on the  BrightTALK Sales Expert Channel webinar,&...

Marketing and Sales Alignment: Step 2 to Power Revenue Growth

Last month, guest expert Ron Friedman and I presented a webinar on the BrightTALK Sales Expert Channel, titled Assess, Align and Accelerate – 3 Steps to Power Revenue Growth. You can listen to the on-demand version here. In just 45 minutes, w...

Assess: Your First Step to Power B2B Revenue Growth

Last week, guest expert Ron Friedman and I presented a webinar on the BrightTALK Sales Expert Channel, titled Assess, Align and Accelerate – 3 Steps to Power Revenue Growth. You can listen to the on-demand version here. I believe it will be a good use…

How to Build a Competitive Fortress for Your B2B Company

Lisa Magnuson, Founder and CEO of Top Line Sales, asked for my input on a book she is writing on how to win large enterprise sales deals. Since Lisa is perhaps the premier expert in this area, I was happy to participate by offering 13…

Nine Fresh Marketing Ideas to Boost Your B2B Revenue

Ever feel stagnant in your marketing efforts, when what you have been doing is not getting the desired results? All of us who practice marketing have faced this challenge. It can be difficult and disconcerting, especially when faced with quarterly B2B ...

How to Use Pricing as a Competitive Advantage: 5 Strategies

Properly pricing products and services is always something of a challenge because it seems that everyone has a different view on the matter. Also, good pricing is both an art and a science which means that different personalities approach the topic entirely differently. Executive...

In B2B Marketing, it’s Better to Act than Wait

Why you need to be a “pipe”, not a “bucket” marketer. B2B marketers seem to come in two varieties; those with a propensity to act, and those with a propensity to ponder. The former usually have a much higher output than the latter. And yes,…

Are You a Branded Authority or One of the Crowd?

Two weeks ago, I presented a BrightTALK webinar on behalf of the Sales Expert Channel, titled Branding and Positioning for Marketplace Leadership. You can listen to the replay here. I talked a lot about the importance of companies having a compelling a...

Integrative Medicine: So Why not Integrative Marketing and Sales?

I am a big fan of the integrative medicine movement. As Duke Integrative Medicine describes it: Integrative medicine is an approach to care that puts the patient at the center and addresses the full range of physical, emotional, mental, social, sp...

Are You Wasting Time and Money on Content Marketing?

As an avid practitioner of content marketing, both for our clients and my own company, I’ve heard (and expressed) a lot of opinions and comments about content marketing, ranging from: “It doesn’t work, so why the heck are we doing it?” “I think it might…

B2B Marketing and Sales Lessons Learned in the Trenches

One of the advantages of a long career in any discipline is the ability to look back and see lessons learned over many companies, initiatives and projects. This is why you want to hear your surgeon say that this is their 400th similar procedure, and…

Are You a Demand Creator or Demand Fulfiller?

Is the primary purpose of your company and its products and/or services to create demand or fulfill demand? Perhaps you have never been asked this question. Perhaps your answer is: “I’m not sure.” In either case, let’s fix this, shall we? To be success...

Six Ways to Make Your Company More Valuable in 2019

Welcome to a new year full of potential and promise. Before we get too deep into the year, why not take one or more actions that can propel your company to new heights? It’s not just about marketing and selling better, or about creating...

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