Sales Gravy: Jeb Blount

How to Uncover Untapped Markets Before Your Competition Does

13 snips
Sep 18, 2025
Nicholas Lalla, an economic development expert and founder of Tulsa Innovation Labs, shares his insights on uncovering golden opportunities in untapped markets. He emphasizes that often overlooked areas can yield significant rewards for sales professionals willing to explore them. Lalla discusses the importance of data-driven methodologies for market discovery, including VC flows and labor trends. He also highlights how building inclusive job opportunities can spark growth, showcasing that sometimes the best prospects are the ones everyone else ignores.
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ANECDOTE

From Blank Slate To Discovery

  • Nicholas recounts being unfamiliar with Tulsa until invited by the George Kaiser Family Foundation.
  • He visited and discovered green landscapes and assets that contradicted his assumptions.
INSIGHT

Untapped Potential In Mid‑Sized Cities

  • Many mid-sized cities hide untapped tech potential because outsiders live in their own bubbles and miss local assets.
  • Nicholas Lalla argues these places can craft new tech identities by building on what already exists.
INSIGHT

Legacy Industries As Launchpads

  • Legacy industries serve as bridges to new tech clusters by offering talent and supply‑chain adjacencies.
  • Tulsa pivoted from oil and aerospace into energy tech, advanced air mobility, and cyber using those adjacencies.
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