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.
PATH TO PRESIDENT’S CLUB
Enterprise Account Executive, Financial Services @ Databricks
Account Executive, Commercial @ Databricks
Sr. Account Executive, Mid-Market @ Databricks
Sr. Account Executive @ Datafox
RESOURCES DISCUSSED
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Things you can steal
203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
