30 Minutes to President's Club | No-Nonsense Sales #273 - Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
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Mar 19, 2024 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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Pre-POC Executive Alignment
- Schedule an executive alignment call before a POC to secure leadership support on both sides.
- Seek permission from your champion to connect your leadership teams early for smoother investment justification.
Use Direct Messaging for Efficiency
- Connect with your champion on their internal messaging app for quick clarifications during the POC.
- Ask for permission to ping them to handle issues efficiently and maintain communication flow.
Send Calendar Invites Directly
- Send a calendar invite directly instead of a list of meeting times.
- Include agenda details and allow them to propose a new time for easier scheduling.