#403 - How to Run a Perfect Proof of Concept | Deren Rehr-Davis

30 Minutes to President's Club | No-Nonsense Sales · Dec 24, 2024 · 36m

ACTIONABLE TAKEAWAYS

Leverage POC Momentum: Initiate vendor review at the POC’s peak excitement. Parallel process legal and finance steps to accelerate the deal.

Involve Executives in POCs: Require VP-level involvement for POCs. Share examples of risks when executives are excluded to build alignment and trust.

Confirm POC Entry Criteria: Secure problem agreement, power alignment, and price understanding before starting a POC to avoid misalignment.

Set Realistic Exit Goals: Use achievable metrics, like output benchmarks, within the POC timeframe. Avoid long-term criteria that extend beyond the…