Chapters
Transcript
Episode notes
1 2 3 4 5 6 7 8 9 10 11 12 13 14
Introduction
00:00 • 2min
How Do You Accelerate the Conflict?
02:09 • 3min
What's an Example Use Case?
05:19 • 2min
How Do You Frame Your Success Criteria?
07:28 • 4min
How to Set Success Criteria for a Product or Service
11:19 • 2min
How Do You Know When to Talk About a POC?
13:22 • 2min
Is the POC a Micro Contract?
15:12 • 3min
Is a POC Worth It?
17:58 • 2min
Should You Do a POC Deal Template?
19:47 • 2min
What's Your Lifetime Value Expected?
22:03 • 3min
The POC
25:22 • 2min
What Do You Do When the POC Reveals That Something's Not a Fit?
27:04 • 4min
How Do I Practice Framing the Deal?
31:34 • 3min
POC Templates
34:58 • 4min