Sales Pipeline Radio

Our guest this episode is Don Gregory, the founder of On-Target Consulting. Some of the points covered are: The importance of gathering market insights, marketing intelligence, doing research to understand what the markets is interested in. About the importance of having those insights at the front of the process to guide and help navigate product development, message development, et cetera. If you are highly confident that you know your customer, you know your marketplace, your competition, emerging trends with your consumers, you can argue that you don’t need to get insight early on in the process of going to market and figuring out how to take products and services to market. The reality is that most companies and most leaders really don’t have that insight. What makes it worse is that many of the companies in my opinion who are providing market research are providing facts and data, they are really not driving to try to understand the consumer, what the consumer is looking for whether it be B2B, B2C, it r