Christopher Ryan

Six Steps to Ensure Your Brand Strategy Supports Your Lead-to-Revenue Framework

My last article talked about the eight components of a successful Lead-to-Revenue (L2R) framework with brand strategy...

Boost Your 2017 Lead-to-Revenue Performance – 8 Key Components

No matter how strong your marketing and sales results were in 2016, they can be even better in 2017, especially if...

B2B Marketing Trends – What You Don’t Know Can Hurt You

We just published our 2017 B2B Marketing and Lead-to-Revenue Trends Report, available for download here. At the close of each calendar year, I publish a...

In B2B Marketing, the CFO May Be Your Most Important Customer

Many B2B marketing managers believe that their primary customer is the Sales VP, or perhaps the end-customer, or even the CEO. While these are...

Secure Your Share of Rising B2B Marketing Budgets

The press release announcing Gartner’s 2016-2017 Chief Marketing Officer (CMO) Spend Survey showed that marketing budgets rose for the third straight year.  Marketing budgets...

Are You Practicing Sales Enablement or Sales Disablement?

We marketers like to think we are making a big contribution to revenue, but in fact, we may be doing all kinds of interesting...

Seven Simple Ways to Differentiate Your Company and Products

My clients probably get tired of hearing me talk about the virtues of differentiation. But it’s usually better to remove the competition by developing...

Answers to Six Key B2B Marketing Questions

As I talk to clients, business owners and fellow B2B marketers, I hear the same questions and concerns on a fairly regular basis. Chances...

B2B Sales and Marketing Transformation

I just viewed a great online video that deserves its own blog post. The speaker is Barry Trailer, Chief Research Officer of CSO Insights...

Are You Marketing to Gain or Pain?

As a marketing or sales professional, you have a choice in how you message your company and its offerings, with the goal of driving...

The Marketing and Sales Gap of Disappointment

The leads and customers you get this month may not come from something you did this month, but rather something that you did last...

The B2B Marketing Valley of Death

As an entrepreneur who has been both the recipient and provider of angel investment funds, I really enjoyed a recent Kaufman.org article titled The...

Crisp Sales and Marketing Execution – A Key to B2B Success

Planning is great, and having the right marketing and sales strategies in place is imperative, but it can be for naught if the sales...

What Types of Content Propels B2B Buyers

I recently enjoyed an article titled, “Which Types of Content do B2B Tech Buyers Respond to Most?” The article is worthwhile because it provides...

The Evolving Journey of the B2B Buyer

Daniel Heimlich posted the following photo on his LinkedIn page. Not sure who the conference speaker was, but the five statistics represented on this...

Marketing Technology – Your Best Friend or Nightmare?

One of the most important enablers of an effective lead-to-revenue framework is marketing technology, which, combined with CRM and a great website, gives you...

Why You Need to Pay Attention to Search Engine Marketing

As a B2B or B2C marketer, one of the best ways you can support your company’s sales team and revenue targets is to become...

B2B Sales and Marketing Trends for 2016

At the end of each year, my team and I publish a report on the major B2B marketing and sales trends. The idea is...

The Tao of B2B Buying Behavior – Why Emotion Trumps Logic

I’ve always wanted to use the word “Tao” in a blog post because the term has such profound (albeit esoteric) implications. Browse Amazon’s selection...

Are You a Dirt Road or Superhighway Marketer?

Companies have different objectives, work styles and temperaments. Unfortunately, what is needed to achieve marketing success often contradicts what the organization is willing or...

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