During this episode they tackle tough questions like what is our market? Who are we competing with? And what do our buyers want?

 

Many sales leaders struggle with market research. Market research is defined as gathering marketing intelligence and using it to make better decisions to allocate three things – people, money and time.  With over 20 years of business experience, Brandon is unequivocally qualified to help other sales leaders tackle this issue.

 

Freescale does just under $5 billion in annual sales and employs over 17,000 people across the globe. Brandon was responsible for the company’s global sales and marketing activities.

 

In this episode, you’ll learn:

  • How to divide your broad market into subsets of buyers with common needs.
  • How to determine your competitors and differentiate your go-to-market strategy.
  • How to identify your ideal customer profile.
  • How to determine the lifetime value of an account.
  • How to understand exactly who your buyers are.

     

Market research provides a deep understanding of the market, accounts, buyers and users. It helps you differentiate your strategy from your competition. It also helps you prioritize your accounts and align your strategy with needs to address user problems. Brandon walks us through exactly how to understand each piece of market research.

 

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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.
Learn more about Greg Alexander >

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.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

Read full bio >