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Chris Halliwell
TMC Director & Strategic Marketing of Technology Products (MTP) Course Instructor
Recent Activity
Great topic Geoff. It reminded me of a best practice from a very crafty sales and marketing exec back in the day at National Semiconductor. He required product management/the business unit to directly sell the first 10 customers in the focus market. This tactic works wonders on a number of levels. First, product management LEARNS and can translate that learning into sales tools, marketing messages, and tweaked product offer. Second, the organization rallies around success, particularly if product management can land the big opinion leading account before the offer is released to the sales team. Nothing focuses like being busy fulfilling a really big, nicely profitable order!
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Mar 15, 2010