How NOT to fail a POC spectacularly

Описание: POCs (Proof of concepts) fail - that's the reality we have to face, if we want to get better as sales teams. What are the 8 reasons POCs fail and, even worse, why deals don't happen even if we have secured the technical win on the POC? How do we avoid doing POCs that don't lead to sales deals?

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How to PLAN and SCOPE a POC (Proof Of Concept)? | Sales Engineering Training
   • How to PLAN and SCOPE a POC (Proof Of Conc...  

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Playlist
What is a Proof of Concept (POC) and how to plan, scope and win it
   • How to RUN and WIN a Proof Of Concept (POC...  

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🔗 Useful links:

US Camel Corps:
https://daily.jstor.org/the-u-s-armys...
https://www.smithsonianmag.com/histor...
https://armyhistory.org/the-u-s-armys...

The Newspaper Clipping Generator
https://www.fodey.com/generators/news...

Scope Creep:
https://en.wikipedia.org/wiki/Scope_c...

MEDDICC: what happens when there is no pain
https://meddicc.com/resources/what-ha...

Timeboxing:
https://timeular.com/blog/timeboxing/

Failed POCs:
https://www.success.app/blog/5-reason...
https://sapphireventures.com/blog/ove...
https://blogs.sas.com/content/sascom/...

#proofofconcept #salesengineer #salestraining
00:00 8. Reason why POCs fail
00:15 What is a (failed) POC?
01:43 Why you should subscribe to this channel :)
02:12 Reason #1 No executive sponsor
03:25 Reason #2 No clear pain to solve
03:44 Reason #3 No urgency to buy
04:06 Reason #4 No clear success criteria
04:25 Reason #5 No commitment
04:42 Reason #6 Scope creep
05:09 Reason #7 No timelines
05:30 Reason #8 We suck
05:49 How to avoid a failed POC?
06:11 #1 Do these instead of a POC
07:12 #2 Conduct a discovery
07:45 #3 Secure skin in the game
08:22 #4 Timebox the POC
08:51 #5 Extrem ownership
09:20 Bloopers (don't miss this!)