Speakers: Jim Briles | Greg Alexander, SBI
Jim Briles, Chief Operating Officer of American Global Logistics discusses market selection and the type of sales reps required to compete.

Jim Briles COO AGL

 

Today’s topic is understanding how to determine which markets to compete in and which markets to avoid. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The Revenue Growth Diagnostic interactive tool will help you determine if you are likely or unlikely to make your number.

 

Why this topic? Many executive teams tend to focus most of their attention on gaining share in their existing markets. While it is necessary to maintain, and sometimes increase market share, changing your company’s exposure to growing and shrinking market segments should be a major focus.

 

Joining us is Jim Briles, the Chief Operating Officer of American Global Logistics. AGL manages the supply chain for customers who primarily import ocean freight from Asia into the United States. During the interview, Jim will demonstrate selecting the right markets by using AGL as an example.

 

In the first segment of the program Jim describes how he determines the “sweet spot” of your addressable market.  We discuss if there are markets Jim is deliberately avoiding and why.  Finally, Jim explains how to determine who you are going to compete with and who you are going to avoid. 

 

Listen to Jim and I discuss the three types of growth strategies, and which Jim chose and why. 

 

  • Market expansion- growth comes from current market expanding rapidly.
  • Market exposure- growth comes from exposure to a new market.
  • Market share- growth comes from taking share from competitors. 

     

In the final segment of the show Jim advises the audience on three things to do right now to determine which markets to compete in and which ones to avoid.

 

Have expectations gone up and left you wondering if you can make your number? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate yourself against SBI’s sales and marketing strategy to find out if:

  • Your revenue goal is realistic
  • You will earn your bonus
  • You will keep your job

 

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ABOUT THE AUTHOR

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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Read full bio >