Articles by Tim Furey


Growth Planning: A Three-Part Model for 2019 and Beyond

“Where will our growth come from over the next three years?” Every strategic planning cycle should start with some variant on that question. What sounds simple is in fact one of the most complex and fraught...

Read the full article

Why (and How) PE Firms Focus on the “Last Mile” of Sales & Marketing

Private equity firms have changed the competitive landscape of every industry.  From funding private companies with disruptive technologies (e.g. Uber) to taking legacy public companies private (e.g. Dun & Bradstreet), PE-backed competitors focus on creating breakthrough...

Read the full article

FinServ Digital Transformation: It’s All About the Data

CEOs and their leadership teams in FinServ companies—from banking to insurance to credit—are moving on to the next wave of digital transformation: data strategy and execution. While every company is at different stages of digital maturity...

Read the full article

Ask Three Questions to Ensure Your 2019 Go-to-Market Strategy is a Success

It’s almost Fall – back from the beach, leaves are changing, and starting in October, it’s 2019 strategic planning season. As we have written in previous blogs, the discipline of go-to-market strategy development and execution is changing rapidly....

Read the full article

Should You Fire Your Sales Force?

Ok, maybe firing the entire sales force is a little radical.  But wait…put yourself in the shoes of a product exec trying to grow her business unit within a mid- to large-size enterprise.  Here is what...

Read the full article

It’s Time to Redefine Go-to-Market Strategy

  Eighteen years ago we wrote a bestselling book on Go-to-Market strategy. Almost everything in that book is now totally obsolete. The Channel Advantage (Butterworth-Heinemann, 1999) outlined how to build and manage multiple sales channels from field sales...

Read the full article

How to Cross-Sell at Scale – Part 2

By now, everyone knows that cross-selling (including upselling/cross-selling a new product) is an unbelievable source of profitable revenue growth. Yet, there is a challenge. To be successful, a cross-sell sales play or marketing campaign must provide...

Read the full article

How to Cross-Sell at Scale – Part 1

Cross-selling is the fastest, most profitable path to incremental revenue growth, period. With existing accounts and existing buyers, companies already have contracts in place, relationships established, and the data needed to identify new revenue opportunities. Assuming...

Read the full article

Why MarketBridge Hired a Chief Analytics Officer

Ok, forget the lofty title. The last thing most companies need is another new C-level position. Nevertheless, every company from a Fortune 500 titan to a 20-person law firm needs the equivalent of CAO. Why?  And...

Read the full article

5 CEO Principles for Developing an Applied Analytics Strategy

Image: Hunter Haley As both topics of AI and Facebook data usage gain greater attention from the media, customers, investors, and regulators, it’s time for CEOs to get deeply engaged in an Applied Analytics Strategy. So what is an...

Read the full article

AI Will Eat Millions of B2B Sales & Marketing Spend

Get ready for the disruptive change coming to Sales & Marketing budgets… Most B2B revenue funnels are built under the assumption that 99% of sales and marketing efforts are wasted on leads that never close (Forrester)....

Read the full article

Two “Magic Numbers” for Every CEO and Sales & Marketing Leader

As nearly every company aspires to have recurring revenue business model, investors and analysts are increasingly focused on two “magic number” metrics: ARR/CAC and NRR.  More importantly, every Sales & Marketing executive and employee should be...

Read the full article

What Sales Needs to Pitch Your New 2017 Products

For most companies, go-to-market plans and quotas for new 2017 products are just being finalized.  The question now becomes “how can you make sure these products are successfully pushed by your sales channels?” Sales reps –...

Read the full article

“Big Data” & “Big Content” are Sales & Marketing’s Best Friends

The demand for “big data” and “big content” to better acquire, retain, and cross-sell B2B customers is growing rapidly. Since 2010, most B2B companies have made significant investments in four core types of customer engagement platforms:...

Read the full article

4 Ways to Drive More Revenue Through Cross-Sell

There is no better way for B2B organizations to drive growth than through selling to their existing accounts.  Despite the potential returns, most organizations leave this strategy almost entirely in the hands of their sales teams...

Read the full article

Acquisition vs. Cross-Sell Economics: The No Brainer Investment Decision

Why is it that so many companies these days are over investing in customer acquisition? Don’t get me wrong, acquiring new customers is critical to any business’ growth, but we all know that customer acquisition costs...

Read the full article

Why Your Sales Game Is Lacking & How to Play Ball

It’s no “breaking news” that many of your buyers are online. And by now, I’m sure you are too – between marketing automation, social media and more, we all are digitally invested. Despite the digital migration of...

Read the full article

Riddle me this: How many apps does it take to make a Sales rep productive?

We were working with a client recently that had over 10,000 global field and inside sales reps.  We were amused, but not surprised, when we discovered there were over 10+ different software and customer intelligence tools available to...

Read the full article

MSFT + LNKD: Welcome to the New World of Sales Enablement

Here at MarketBridge, we had collective smiles on our faces when we heard the news. We have been predicting and investing against this scenario for over two years and it’s great to see the big players...

Read the full article