#43 - 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 POCLet the prospect set the expectations for the pilot firstFocus on your power users (champions) and your non-users (the converts)Get everyone on the pilot into a shared Slack channel for multi-threadingAdam O’Chart’s Path to President’s Club:Top producing AE at Gong.io======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Prospecting, Sales Process
30 Minutes to President's Club | No-Nonsense Sales
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Show Notes
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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