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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