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Greg Alexander, CEO of SBI, along with Rick Haviland discusses the importance of a corporate strategy for choosing the right market. Visit [ Ссылка ] for more about SBI.

00:41: Guest Introduction
01:43: Strategic Direction Starts at the Top
02:37: Defining a Market
03:31: Corporate Strategy: What makes a Market Attractive?
07:36: Corporate Strategy: What makes a Market Unattractive?
08:44: Corporate Strategy: Focusing on the Right Markets
11:03: Corporate Strategy: Sizing Markets and Growth Rate
12:14: Corporate Strategy: Paying Attention to Market Share
16:00: Marketing Strategy: Determining What Buyers Want
17:41: Marketing Strategy: Accessing Decision Makers in the Desired Markets
20:01: Tips for Choosing the Right Market
20:58: Summary and Next Steps


SBI TV Episode Summary:

CEO of SBI, Greg Alexander, by way of interviewing the president of Market Source, Rick Haviland, breaks down a corporate strategy for selecting appropriate markets for your business. Greg prompts Rick to assist other presidents in their strategic direction by defining his approach to market selection and maintenance at Market Source. Specifically, Rick explains what aspects are important in choosing the right market, characteristics of those markets and ways to keep your team focusing on the desired markets.

After defining the appropriate market, team members must maintain the strategic direction and effectively target the decision makers. A critical aspect in any successful corporate strategy is defining what buyers want in any market, which is another important step in the process.

Wrapping up, Rick offers two tips for immediate creation of a corporate strategy when choosing markets. Success can only be achieved once the president provides obtainable numbers, otherwise numbers will be missed.


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If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy, and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at [ Ссылка ].

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