Five Characteristics of a Good B2B Marketer by Christopher Ryan

A business colleague asked me what we looked for when recruiting new teammates at Fusion Marketing Partners.  Since we pretty much confine our services to B2B marketing, the question could have been, “What are the characteristics of a good B2B marketer?”  After taking a little time to think about this subject, here are my top […]

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Why the B2B Marketer Should Focus on Lifetime Value

The B2B marketer often has a shortsighted view about objectives. And He or she may rightly be concerned with a campaign’s efficiency in generating leads or sales, and evaluate the results of each campaign in terms of the total amount of money spent and the short-term gain achieved. Lifetime Value Not Just Immediate Profit By […]

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Sales Lead Management: Are You a Victim of FTFU (Failure to Follow-Up)?

This post involves one of my pet peeves in marketing: the tendency of marketers to spend money and time to generate inquiries and then fail to follow-up (FTFU) on these inquiries. This failure can be fatal to the success of your sales lead management program. Although it was for a low-ticket service, a recent personal […]

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