ProofOfValue

Discovery isn't a specific phase in the sales process, it's something we should continually do, even post-sale, and it involves everyone!

Doing discovery during a demo is incredibly powerful, and a great opportunity to get more details from your prospect. Discovery doesn't end (ever), and it certainly doesn't end before the demo starts.

When does discovery in the sales cycle stop? And who needs to be doing the discovery? In short: it never stops, and everyone should be doing discovery!

How to Align MEDIC or MEDDPICC with Your Proof of Value Engagements #MEDIC #MEDDPICC #Sales #SalesEngineering #Presales #ProofOfValue

Building a PoV is a joint engagement that should involve the Presales, Sales, customer, and often customer success teams too. If executed well, your prospect may way to simply roll the PoV environment into a production environment and get started straight away! #SalesEngineeringTips #PresalesTips #CustomerSuccess

Common mistakes with Proof of Value engagements? Not aligning the value to something the customer agrees with and recognises! #Sales #Presales #TechnicalSales #SalesEngineering #ProofOfValue

Foster an environment where your Sales Engineers / Presales Team can provide feedback on the PoV plans, the tests, and product features. They have a direct line to your customers and often become the technical trusted advisors. Use this to continually drive improvements! #SalesEngineering #Presales

PoV Perfection! Design, manage, and deliver effective test plans to level up your sales approach.

When do you typically use a Proof of Value engagement with a prospect? At what stage in the sales cycle, and what level of commitment are you looking for? #Sales #Presales #SalesEngineering #ProofOfValue

Make sure you are regularly training your Sales Engineers not just on the technical aspects, but also on soft skills like communication and sales tactics to better align with the sales team. Discovery doesn't stop at the demo, your whole team needs to continue asking questions and validating your understanding. #SalesEngineering #Presales #Sales