Speakers: Rick Haviland | Greg Alexander, SBI



Which markets should you compete in? This is a question many CEOs struggle with.


If you have this problem, listen to this interview with Rick Haviland. He is the President of MarketSource, the world’s most successful sales and marketing outsourcing company.  Founded in 1975 MarketSource has helped over 200 companies generate over $6 billion in revenue.


Rick has been with the company for 22 years, and as President is responsible for setting the strategic direction for the company and for extending its market leadership position.  




During this interview, Rick explains:


  • His definition of a market.
  • What makes a market attractive and why.
  • How to build the discipline internally to keep your resources focused on only the selected markets.


Sales and marketing teams cannot make their numbers if the CEO or President does not give them an accurate number.  A key input into assigning out a revenue target is market selection, and if you get this wrong, you are going to miss your number.  Listen here to hear how one of your peers has successfully done this.   


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Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.


He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.


Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.


He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.


Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.


He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.




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