How to Build a Moat Strategy That Wins w/ Stevie Case (CRO, Vanta)
The Science of Scaling
Maximizing Trial Effectiveness in Sales
Use trials to showcase product strengths, mitigate demo superiority, and align sales process with product strengths. Define success criteria before entering a trial to guide buyer evaluation. Employ 'give-get' technique to ensure value exchange during trials. It is crucial to execute trials effectively by setting clear success criteria and obtaining commitments from the buyer.
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