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FOUR ACTIONABLE TAKEAWAYS
Define success criteria before going into a pilot so you don’t waste your time.
Run two products during the POC so your buyers choose between your options vs the competition.
Establish a buying window by highlighting a compelling event OR the cost of inaction.
Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups.
PATH TO PRESIDENT’S CLUB
Director of Sales @ Orum
Former Account Executive @ Namely
Former Brand Ambassador @ Uber
RESOURCES DISCUSSED
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Things you can steal
104 (Sell): Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
