Podcast episode
Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
30 Minutes to President's Club19 Mar 202428 min
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 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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with just a quick message. Is it okay if I ping you from time to time on Slack? From there, I'll set up Slack with them and ultimately gives me a really good way to ping them with things that come up as we're going through the deal evaluation together. I love it. Round us out, Amelia. What's number three? “Send a calendar invite, not a list of times for a call.” So what I do here is instead of sending the prospect an email saying, here are the times that I'm available, ultimately I will just send a calendar invite. I'll put something like, hey, here's what I plan to cover in the meeting, anything that
they might need to prepare for in the body. And then I'll also include, feel free to propose a new time if this doesn't work. And I love this tactic because it's way easier for both sides. Prospects don't ultimately have to cross-reference times between their Gmail and calendar. “They can just either decline or propose a new time if it doesn't work for them.” All right. Well, Miss Amelia, we are diving into a topic that we haven't really covered quite so much on 30 Minutes to Pleasance Club, which is why we are so pumped that you are here. So first things first, I always make the mistake of using acronyms and not explaining them. So for anybody who is not familiar with POC, start us off. What is a POC? Why do you use it?
it, but majority of the time, they will. So one of the things that we were talking about in the pre-show is you feel like sometimes salespeople over-rotate on the customer education, Uber discovery from six calls before they get into the POC. And you said, “my goal is to get them to a POC as quickly as possible. And you're doing things early on that” start to seed it in their mind that, hey, this is something that we probably should be doing. Can you talk about how you introduce a POC to your customer and like, how do you get them to actually commit to doing it? Because it does take resources on their end.
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