Christopher Ryan

Do You Need a New B2B Pricing or Packaging Model?

If you are facing stagnant or declining sales on one or more products and services, it may be because the way you are either packaging or pricing (or both) is not resonating with your prospects and customers. No matter how well you think you are doing,...

Overcoming Barriers to Marketing and Sales Alignment

I was delighted to spend about 30 minutes doing a video interview with John Golden from Sales POP! Online and Pipeliner CRM. We had a great conversation about marketing and sales alignment and some of the things I’ve learned about how to improve this f...

How to Get Lucky in Marketing and Sales

Big league pitcher Lefty Gomez is more famous for saying, “I’d rather be lucky than good”, than for the quality of his pitching. Unfortunately, many marketing and sales professionals have this same attitude. More than once, I have succumbed to the wish...

How To Take On (And Beat) Large Competitors

As a marketing and revenue growth consultant, I often work with companies that are not the industry leader in revenue, market presence or other factors. For many, going up against competitors that have large customer bases and huge marketing and R&...

The Importance of Efficient Processes in Revenue Growth

You can read lots of articles and white papers about the various technology options – CRM, marketing automation, sales enablement etc., but in my experience, unless you get the processes right, even the best people and technology will just help yo...

Driving Revenue through Channel Partners

If you decide to go with either a pure- or a hybrid-channel sales model, make sure you create the best foundation for success. You don’t have to do everything yourself. Channel recruitment and management are highly specialized, and there are companies ...

Account-Based Marketing: Don’t Start Until You Do These Five Things

To complete a purchase, businesses require an estimated 6.8 stakeholders to approve — an increase from an average of  5.4 stakeholders in 2014, according to Harvard Business Review. That is why many companies must learn as much as possible ab...

Put Your Company and Yourself in the Right Mindset for Revenue Growth

When it comes to driving revenue growth, just as tactics follow strategy, proper action follows the right mindset. And the right mindset starts by replacing “I’ll try” with “outcome-based” marketing and sales. As the person responsible for hitting the ...

7 Tips for Implementing a New B2B Revenue Model

I write a lot about the importance of choosing the right B2B revenue model, including my most recent post, Does Your B2B Revenue Model Need an Overhaul or a Tune-up? However, while selecting the most effective way to generate revenue (at a reasonable p...

7 Ways Marketing Can Boost Your CX Performance

Everybody is talking about customer experience (CX), but like many other hot industry terms, it can mean different things to different people. I like...

Does Your B2B Revenue Model Need an Overhaul or a Tune-up?

To be successful at growing B2B revenue, you need to first define the scope of the challenge. Sometimes you go to the doctor with an issue, and he or she says something like, “You need to lose a few pounds, so cut back on the sugar.” At other, less for...

The Power Of A Guarantee In Driving B2B Revenue

To guarantee or not to guarantee, that is the question. In my experience, the benefits of a performance guarantee usually outweigh the disadvantages. A guarantee promises a measurable improvement for a client — for example, the amount of cost savings o...

The B2B Innovation Imperative

In his excellent article titled, An Open Letter to CEOs, Alex Osterwalder, co-founder of @Strategyzer, reported, “A recent McKinsey study shows that 80% of your CEO peers think that their current business model is at risk. The research also shows that ...

How Your Website Can Help Generate Revenue

An interesting conversation I had with a prospective CEO client occurred when I gently tried to tell him that his website was doing his company more harm than good. His response: “Why do I even need a website – isn’t that what I pay my salespeople for?...

Marketing Automation Technology: Fast Growing Industry but not Always Fast Growing Results

I just read a thought-provoking report titled: Forrester Data: Marketing Automation Technology Forecast, 2017 to 2023. Having worked in the CRM industry, including co-founding a marketing automation (MA) software company, the trajectory (and complexity...

How Mapping the Buyer’s Journey Can Lead to More Revenue

The process of capturing the methods by which prospects make a purchase decision is called buyer journey mapping. The goal of buyer journey mapping...

When It Comes To B2B Branding, Different Beats Better

I just got off the phone with a B2B CEO who wanted to build his B2B branding messaging around the concept of how his products and services are better than his competitors’ (e.g., “We have better customer service”). It took a bit of explaining, but I be...

What’s in a (Company) Name? Why an Effective B2B Brand is Crucial!

In a recent article, Eight Critical Brand Health Questions You Should Be Asking, I shared the questions that you should be asking to determine if your B2B brand is helping or hurting your company. Branding incorporates a number of elements (e.g. name, ...

Six Tips to Calculate How Many Leads You Need in Your Sales Pipeline

I have had more than a few people accuse me of being obsessed with marketing numbers (guilty as charged). One of my chief focuses has always been the production of high-quality B2B sales leads. Of course, there are many flavors of leads and one person’...

Creating a Profitable Revenue Model: Go-To-Market Strategy, Pricing, and Presentation

Selecting and implementing the most effective revenue model can be the one activity that most rapidly accelerates your revenue growth. People often confuse the...

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