How to break into a new industry - David Poulos

To break into a new industry you have to have a good strategy. In this episode, you will learn how to prepare for the expansion.

Our guest is Dave Poulos a Marketing executive that creates and executes strategies for diverse companies across nearly all industries

David will tell us what every entrepreneur should focus on to be successful in this journey. He shares how you can determine the size of the market, how you can learn what people care about and how you can do it on a limited budget. Dave explains why every purchase ever made is an emotional decision and the role of trust when selling in B2B.

For more B2B tips subscribe to Be a B2B Leader in your favorite app.

Timestamps:

(00:05) - Intro

(00:45) - What should every B2B leader know if they want to break into a new market segment?

(03:45) - How to determine the size of a market

(05:30) - What questions should you ask during customer research

(08:20) - Learning what people care about when exploring a new segment. structure the buying committee in a new segment

(10:10) - Role of trust

(11:30) - How to explain the need for a budget for research.

(13:45) - Expanding on a limited budget - PR

(16:10) - Is PR still effective

(17:50) - Sharing expertise without giving out the secret sauce and the role of consultants

(21:40) - Hiring experts from industries you want to break into

(23:50) - Experts aren't always experts

(29:20) - What's the biggest takeaway - you can not know your customer well enough, you have to understand them emotionally

(33:30) - Where can you find Dave and how he can help you

https://davidpoulos.com/ - website

davidpoulos.com/blog - whitepaper - getting inside your customer's head

David on LinkedIn - https://www.linkedin.com/in/dgpoulos/