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Masters of MEDDICC - Lucy Williams-Jones - 21x Presidents Club winner - Episode #8
MASTERS OF MEDDICC
Do You Have a POV Process?
The sales process that the p the POVs the way you do the proof of value value sorry yes absolutely. First of all we make sure we meet with the EV for any POVs are done and then we go through a very structured process of ensuring that all of the criteria that we need to hit within that POV is documented and form part of the decision criteria. And at the end of it we play back so there's a number of touch points throughout which is all kind of gearing around collecting more metrics and ensuring that the decision criteria is correct, making sure that we are reviewing the decision and where we can do it better.
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