Alice Heiman
FEBRUARY 13, 2024
One of the most striking revelations from Harris was the absence of a demand generation and marketing strategy within Challenger. Leveraging her background as a Chief Marketing Officer (CMO), Harris embarked on building a robust demand generation engine. She is known for clearing pathways by connecting data and people.
The Pipeline
FEBRUARY 3, 2012
It is true that the economy has had a real impact on leaders ability to properly respond, but there is still room for data driven creative approaches. This however is easier to do when you have data to support both the reshaping of territories and the opportunities created. Demand Generation. EDGE Sales Process.
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The Pipeline
APRIL 27, 2011
This can be an overview of new research, feedback from a recent customer briefing, review of new market trends or analyst data, or even a quick presentation or interview (live or recorded) with an actual customer. No matter how you present it, ensure the customer has a place at the sales meeting table on a regular basis. Customer Care.
The Pipeline
OCTOBER 14, 2011
Tools that measure relationships, sale velocity, and other soft variables are lacking. The farsighted view is guestimated monthly, quarterly and annual revenue projections based on equations developed from limited, subjective data. Expected Income Per Sale X Probability = Total Revenue. Demand Generation.
The Pipeline
JULY 19, 2011
While we are all impressed with Watson’s success, that is a long way from creating demand, generating leads, dealing with all the variables that human interactions involve when it come to risk, money and emotion. I am not sure Watson answered complex questions as much as to chew through reams of data with breakneck speed.
The Pipeline
MAY 13, 2011
Create campaigns for the sales team that, rather than offering “once-in-a-lifetime” discounts or “check-in,” instead offer a report with valuable data. Also, train the sales team on the buyer funnel, not just the sales funnel. Demand Generation. EDGE Sales Process. Hiring Sales Talent.
The Pipeline
MAY 12, 2011
By replacing it with new virtual infrastructure it will save lots of space and data center power and cooling. Demand Generation. EDGE Sales Process. Hiring Sales Talent. The two reasons were: 1) The current test environment is all physical and is taking up too much space in the datacenter. Customer Care.
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