30 Minutes to President's Club | No-Nonsense Sales How to Run a Perfect Proof of Concept | Deren Rehr-Davis | Ep 274 (Sell)
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Dec 24, 2024 Deren Rehr-Davis, SVP of Sales at JustCall and former executive at Google and Ambassador Labs, shares his expertise on executing impactful Proofs of Concept. He emphasizes the value of getting executives involved to build trust and align objectives. Deren also discusses the importance of defining clear entry and exit criteria to ensure smooth processes and realistic outcomes. Listeners will learn how to leverage POC momentum while parallel processing legal steps to speed up deals and avoid common pitfalls that may derail success.
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Thorough Call Preparation
- Prepare for sales calls by researching the business, buyer, and lead source.
- This preparation helps when involving executives later in the deal cycle.
POC Disco for Success
- Create a mutual success plan (POC Disco) to prevent scope creep and increase value.
- Identify key business outcomes, features, milestones, and exit criteria.
Technical and Business Sign-off
- Secure both technical and business sign-off in mid-market or enterprise deals.
- Identify the technical decision-maker and the person who controls the budget.