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

30 Minutes to President's Club | No-Nonsense Sales

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.


PATH TO PRESIDENT’S CLUB

  • Enterprise Account Executive, Financial Services @ Databricks
  • Account Executive, Commercial @ Databricks
  • Sr. Account Executive, Mid-Market @ Databricks
  • Sr. Account Executive @ Datafox


RESOURCES DISCUSSED

More description

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.


PATH TO PRESIDENT’S CLUB

  • Enterprise Account Executive, Financial Services @ Databricks
  • Account Executive, Commercial @ Databricks
  • Sr. Account Executive, Mid-Market @ Databricks
  • Sr. Account Executive @ Datafox


RESOURCES DISCUSSED

2024-03-19 28 min
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