203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)

FOUR ACTIONABLE TAKEAWAYS

• When you’re doing a POC, you should be surveying the users and participants in that POC about their experience.
• If you’re working in a fairly technical sale, don’t shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding.
• Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC.
• Do a POC kickoff call to set yourself up for success.

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