Decoding Sales
A podcast where an engineer (Alex Allain, CTO @ U.S. Digital Response) and salesperson (Peter Ahn, Tech sales coach) demystify what it means to build meaningful business relationships in the modern age.
Decoding Sales
Episode 6: How to keep the deal from falling apart
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Peter & Alex
In this episode Alex and Peter discuss how to structure effective proof of concepts to help get the deal done while keeping the prospect accountable to specific milestones. Topics include:
- The collaborative aspects of setting up a mutual proof of concept structure
- How to establish tangible success criteria for the evaluation period
- What milestones to track throughout the POC period
- How to determine which prospects need a formal POC structure
- How to hold prospects accountable to meeting POC milestones
Share this episode on Twitter or LinkedIn and reach out to us at podcasters@decodingsalespodcast.com for a copy of a real proof of concept template!
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