104 (Sell): Asking the right questions to ensure a successful POC (Daisy Chung, Director of Sales, Orum)

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FOUR ACTIONABLE TAKEAWAYS

• Define success criteria before going into a pilot so you don’t waste your time.
• Run two products during the POC so your buyers choose between your options vs the competition.
• Establish a buying window by highlighting a compelling event OR the cost of inaction.
• Prioritize your pipeline as finish line deals > pilots > open deals > warm follow-ups.

PATH TO PRESIDENT’S CLUB

• Director of Sales @ Orum
• Former Account Executive @ Namely
• Former Brand Ambassador @ Uber

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