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30 Minutes to President's Club | No-Nonsense Sales
203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
Mar 19, 2024
28:25
Snipd AI
Learn how to establish business impact in a POC with a pre-POC questionnaire and timeline alignment. Discover effective strategies for POC success through communication with executives, survey feedback, and controlling technical discussions. Improve sales processes by avoiding bad habits, optimizing POC participation, answering technical questions, and running sales drills.
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Quick takeaways
- Survey users in a POC for feedback on experience.
- Answer technical questions openly but communicate depth of understanding.
Deep dives
Implementing a Successful Exec Alignment Call
Before starting a proof of concept (POC), it's crucial to schedule an exec alignment call between both parties. This involves gaining permission from your champion for your leadership to reach out before the POC kicks off.
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Listen to the best highlights from the podcasts you love and dive into the full episode