Category Archive
for: ‘Sales’

Salespeople: Are they Dinosaurs or Something Else? – by Christopher Ryan

Posted Mar 10 2010 by in Marketing, Marketing Strategy, Sales with 0 Comments

I read an interesting discussion on LinkedIn titled: How soon will the internet turn your salespeople into dinosaurs? Not surprisingly, this discussion generated a lot of comments – 132 to date. Some agreed that sales reps are an endangered species while others took the opposite approach, maintaining that sales professionals are essential to the success …

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Bridging the Gap Between B2B Marketing and Sales by Christopher Ryan

Posted Jan 20 2010 by in B2B Marketing, Business to Business, Integrated Marketing, Lead Generation, Marketing, Marketing Strategy, Sales with 0 Comments

If you are a marketing manager at a company that uses direct sales representatives, these people can be either your best friends or worst nightmare. Chances are they are somewhere in between, but the point is they can make your life easier, or they can be a constant source of irritation. In fact, careers can …

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Six Marketing Intentions for 2010 (by Christopher Ryan)

Posted Dec 28 2009 by in B2B Marketing, Business to Business, Marketing, Marketing Strategy, Online Marketing, Sales, Social Media, Web Marketing with 3 Comments

You are probably in the process of planning your marketing strategies for the year 2010 including what many term “resolutions.”  However, notice that I used the word “intentions” and not “resolutions” in the title. When you resolve to do something, it means you do the best you can. But as Winston Churchill said, “It’s not …

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Make it Easy for People to Buy (by Christopher Ryan)

Posted Dec 21 2009 by in B2B Marketing, Business to Business, Marketing Strategy, Sales, Social Media with 0 Comments

Laura McGuire, a good friend and former colleague (now CEO of SmartTracks (www.smarttracks.com) had an interesting observation the other day. She said that most of the B2B marketers that she knows can describe their own marketing and sales process in great detail but could not do the same for the buying process of their prospects. …

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In B2B Marketing, Your Brand is Everything (by Christopher Ryan)

Posted Dec 9 2009 by in B2B Marketing, Marketing, Marketing Strategy, Sales, Social Media with 3 Comments

In B2B marketing and sales, your brand is extremely important. This article talks about the six key principles to make sure that your brand is compelling and differentiated.

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Shortening the B2B Sales Cycle (by Christopher Ryan)

Posted Dec 2 2009 by in B2B Marketing, Business to Business, Sales, Sales Leads with 1 Comment

I participated in an interesting LinkedIn discussion exchange today, started by Jeff Blackwell, titled: What Can You Do to Shorten the Sales Cycle?  Naturally, this got a bunch of comments, including from your’s truly.  Several people remarked on the importance of asking for the order. You’d be surprised how often salespeople neglect to do this.  A …

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B2B Marketing and Sales – Avoid the 7 Deadly Sins (by Christopher Ryan)

Posted Nov 30 2009 by in B2B Marketing, Business to Business, Marketing, Marketing Strategy, Online Marketing, Sales, Social Media with 2 Comments

The original seven deadly sins are lust, gluttony, greed, sloth, wrath, envy and pride. While the B2B marketing equivalents aren’t as serious, they can lead you to marketing and sales disaster if not addressed.

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The Power of Commitment in B2B Marketing and Sales (by Chris Ryan)

Posted Nov 18 2009 by in B2B Marketing, Business to Business, Copywriting, Marketing, Sales, Social Media with 3 Comments

I just read an interesting post by Perry Marshall (the PPC guru) at www.perrymarshall.com.  Perry received an email from copywriter John Fancher talking about how Bob Dylan received so many great ideas for the hundreds of songs he wrote. Being a Dylan fan myself, this peaked my interest. Also, since I write a fair amount of …

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Build a Great B2B Marketing Team by Christopher Ryan

Posted Nov 11 2009 by in B2B Marketing, Business to Business, Lead Generation, Marketing, Marketing Strategy, Sales with 0 Comments

In my new book, How to Create an Unstoppable Marketing and Sales Machine (available at http://bit.ly/4zTeAs), I devoted four chapters to the subject of how to find, motivate and manage marketing and sales personnel.  I gave this subjet valuable book space because it is not just the budget, programs, and technology that generate the results, …

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Stop What is Hurting You in B2B Marketing and Sales (by Christopher Ryan)

Posted Oct 29 2009 by in B2B Marketing, Business to Business, Lead Generation, Marketing, Marketing Strategy, Sales with 0 Comments

Take a sober assessment of your B2B marketing campaigns, strategies, lead generation programs, expenses, etc., and immediately stop: lead generation programs that are not followed up by the sales team, campaigns that do not reinforce your core message, expenses that do not contribute to the overall objective, unnecessary reporting and analysis, working with people who are unreliable and/or unproductive, and anything that you are doing as a manager that is impeding your staff’s ability to get their jobs done quickly and efficiently.

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