Chris Ryan: Revenue Growth Strategies
Strategic Branding: Pillar One for Unstoppable B2B Revenue Growth
Welcome to the first of my six articles on revenue growth – each covering a different pillar necessary for success. The strategies and tactics I will share come from a great deal of client experience as well as what we have done to grow...
Using Your Business Network to Expand Your Circle of Marketing Influence
Business networking is a pain in the rear — it takes time, it can be awkward and the rules of engagement are confusing. And yes, some people think it doesn’t work. But as sure as I am about anything in the world of marketing...
How to Use Content Marketing to Keep Your Sales Pipeline Flowing
Before starting Fusion Marketing Partners in 2009, I talked to a number of B2B consultants that I respected to get their feedback on my proposed services model. Several told me about a cycle where they would work extraordinary hours for a period (weeks or...
Focus on What Matters: Get Your Marketing House in Order
I am fascinated by the strategies/methodologies used by business turnaround specialists — especially since a number of these can be used to increase the effectiveness and performance of your marketing department, as well as ...
My Love/Hate Relationship With Sales and Marketing Technology: 6 Lessons Learned
First off, a confession: I have had a love-hate relationship with sales and marketing technology for several decades. I started my marketing career working for Group 1 Software, which included features like duplicate ...
13 Critical B2B Marketing Metrics – Measuring Key Revenue Drivers
“In God we trust. All others must bring data.” – W. Edwards Deming I spend lots of time talking...
How Marketing and Sales Can Achieve the Alignment Imperative
Misalignment between sales and marketing can cause companies to miss their revenue targets even if both the marketing and sales departments are good at their individual functions. A revenue-killing gap can occur if your ...
6 Keys to Transform Your Marketing Content from Subpar to Superior
Working our way down the list of essential Lead-to-Revenue (L2R) components, I have covered sales models, branding, offers and processes. You can review any of these articles here. But of all the components, content marketing...
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 with tough competitors. There are certainly ways to stand out from the crowd, such as having a...
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 an effective marketing and sales model. These two elements set the table to allow you to turn...
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 a productive lead-to-revenue (L2R) strategy. Component two is the choice of the most effective sales and ...
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 as the first step in the process. The above graphic is a simplified illustration...
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 you focus on your Lead-to-Revenue (L2R) strategy. We define L2R as: A marketing and sales framework that ...