Christopher Ryan

How to Build Company Value in a Down Economy

Six months after the storm hit, the pandemic continues to affect businesses and personal lives, with lots of debates about whose fault it is, and what is to be done. The  economy seems to keep many companies  stuck in the doldrums, waiting fo...

B2B Marketing’s Role in Driving Revenue With Integrity

It is critical for everyone on the revenue-generation side of the business (including you folks in the marketing department!) to understand their vital role in generating revenue and profit while doing so in a way that protects valuable company integrity. When the CEO and...

It’s All About Revenue: Six Ideas to Power Your B2B Sales Engine

My friend and noted entrepreneur and teacher Steve Imke, posted an article titled, A recession is a great time to start a new business. I agree with this completely because I started my company, FusionMarketingPartners.com, in 2009, during the so-calle...

6 Lessons B2B Companies Can Learn from Amazon

Let me start out confessing that I have a love/hate relationship with Amazon. I bet a lot of you reading this suffer from the same malady. Amazon is like the giant squid threatening to swallow up Tokyo – seemingly unstoppable. They gobble up entire...

Nine Requirements of Powerful Thought Leadership

During this period of business uncertainty due to the COVID pandemic, I have spoken and written about the need to do the tough but valuable work to help you and your company come out of the other side stronger and in a better position vs…

B2B Marketing Options – When to DIY and When to Outsource

As the CEO of a B2B marketing and revenue growth outsource provider, you would think that I would always suggest outsourcing as the best way to handle your marketing. However, as with much else in life, the answer to the question of Should I outsource…

The Upside of Marketing in a Down Economy

Yes, it’s tough out there. As I write this, we are all faced with the specter of the invisible coronavirus bug attacking our health, threatening our own lives and that of our family and friends, and doing serious, and potentially long-term damage to ou...

How to Maximize the Value of Customer Discovery Calls

As I write this, the world is dealing with the COVID-19 crisis. Chances are, your customers are facing their own share of uncertainty and perhaps, a vastly reduced workload. This presents an opportunity to get them on the phone and have a conversation that...

Nine Ways to Grow Your B2B Business in Challenging Times

I am certainly not the only one who can say that the last couple of weeks have been among the most interesting of my career. While the origin of the expression “May you live in interesting times” is unknown (often attributed to the Chinese), there…

Why a Fractional CMO Can Be Your MVP

All the C-level positions are important but I will respectfully submit that a fractional CMO can sometimes be the most important of all. In fact, if you have the right person, a fractional CMO can be a company maker, or at the least, a valuable…

Content Marketing – Quality vs. Quantity

Let’s face it – there are days when the creative well is dry and you would rather go to the dentist than write some fresh content for social media or your website.  After all, if you can’t create outstanding content, why do it at all? …

Align Marketing and Sales to Streamline the Buying Experience: 4 Imperatives

In Deloitte: The Future of B2B Sales is “Experience Selling, Bob Thompson relates a discussion he had with Harry Datwani, a Principal at Deloitte Digital about his company’s research on the B2B buying experience. According to Datwani, the study was conducted because the B2B...

Good Marketing Can’t Overcome Poor Customer Experience

I am very proud to be part of the CustomerThink.com family, as an adviser and columnist for the past few years.  And while my network knows me as a B2B marketing and revenue growth specialist, I like to write about and practice strategies that mak...

Full Potential B2B Marketing

The beginning of a new year is always a great time to evaluate the results of the previous year and plan for more success in the coming year. All of us want to achieve our full potential, for both ourselves and our organizations. Yet, many…

Four Keys to Build an Unstoppable B2B Revenue Machine in 2020

My job, and core mission, is to help B2B companies accelerate their revenue growth. While every company has a different set of challenges and objectives, there are some common dynamics at play that can be used to boost revenue without busting the marke...

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...

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