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Effective Proof of Concepts with Keno Helmi

Revenue Builders

CHAPTER

Importance of Sales Rep Involvement in the Proof of Concept Process

This chapter emphasizes the significance of the sales rep being involved throughout the entire proof of concept (POV) process, rather than abandoning it midway. It highlights the need for the sales rep to take ownership of any issues that arise and provide support to the team. Additionally, it mentions the value of showcasing successful aspects of the POV to key stakeholders and creating a deliverable with quotes and metrics to strengthen negotiation positions.

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