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 POC.
DEREN'S PATH TO PRESIDENTS CLUB
SVP of Sales @ JustCall
VP WW Sales @ Ambassador Labs
Global Head of Data Analytics Sales @ Google
Head of Looker North American Sales @ Google
RESOURCES DISCUSSED:
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Things you can steal
How to Run a Perfect Proof of Concept | Deren Rehr-Davis | Ep 274 (Sell) | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
