Latest / 30 Minutes to President's Club | No-Nonsense Sales
#273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
FOUR ACTIONABLE TAKEAWAYS
When you’re doing a POC, you should be surveying the users and participants in that POC about their experience.
If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding.
Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC.
Do a POC kickoff call to set yourself up for success.
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