23 min listen
203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
203 (Sell) Blueprint to Establish Business-Level Impact in a POC (Amelia Burke, Databricks)
ratings:
Length:
28 minutes
Released:
Mar 19, 2024
Format:
Podcast episode
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
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
Released:
Mar 19, 2024
Format:
Podcast episode
Titles in the series (100)
9: Death to fluff on your cold calls and pricing tactics (Belal Batrawy #DeathtoFluff): Belal drops some mindblowing tactics on “decoy pricing” and asking questions that get prospects sitting up in a cold call. Fire episode.Four Actionable Takeaways:Decoy Pricing: $6 (undesirable), $7.50 (acceptable), $8 (just what they need)First 15 seconds explain why you called, say it’s a cold call, then ask a peer questionIn the agenda, tell the customer you’re gonna give price before they get off the callUse what they want as the rows in your pricing instead of what you want (seats)Belal Batrawy’s Path to President’s Club:Community Leader of #Death2Fluff7x Startup Seller and Sales Advisor======================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 Creationist by 30 Minutes to President's Club | No-Nonsense Sales