Wednesday Feb 17, 2021
40: Pitfalls, best practices, and unique ways to successfully run a POC (Adam O’Chart, Top AE at Gong.io)
Adam teaches a masterclass on how to convert a POC/trial into a closed-won deal.
Four Actionable Takeaways:
- Set up your exit criteria before you even touch the POC
- Let the prospect set the expectations for the pilot first
- Focus on your power users (champions) and your non-users (the converts)
- Get everyone on the pilot into a shared Slack channel for multi-threading
Adam O’Chart’s Path to President’s Club:
- Top producing AE at Gong.io
Resources Discussed:
- Buckets: The Prospect Prioritization Technique created by Reisert Consulting
- Vidyard: Free Screen Recording and Video Creationists
Focus Areas: Prospecting, Sales Process
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