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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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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