Christopher Ryan

Creating Strong B2B Offers to Gain Attention, Drive Response: 6 Key Criteria

B2B marketing is challenging, and even more so when you are in a crowded market space filled...

Seven Things You Can Do (or Not Do) to Increase Marketing Success

One of the good things about being a B2B marketing practitioner for so long is the perspective it gives me on what works and...

Boost Sales Performance with Efficient Lead-to-Revenue Processes

My last two columns covered the first two Lead-to-Revenue components – a strong and compelling brand and...

How Digital Marketing Can Drive Your B2B Company Results

I suspect that two types of people will read this article. The first group consists of those who are fairly new to digital marketing....

How the Choice of Sales Model Can Make or Break Your Company

Last month, my column discussed the importance of creating a powerful brand promise, the first component of...

Six Ways Marketing Can Shrink the Sales Cycle

I often talk about how B2B marketing and lead-to-revenue (L2R) can be massively beneficial to enabling your sales team to meet its revenue targets....

Digital Marketing – How to Use it to Beat Large Competitors

Being a smaller fish in a pond full of big fish can be a daunting position. Fortunately, there are a few advantages to being...

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...

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