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Sales Proof of Concept (POC): 5 Ways to Drive More Revenue

Sales Hacker

SEPTEMBER 16, 2021

Technical selling of SaaS, on-premise software, and hardware solutions has relied on sales proofs of concept (POCs) that require pre-sales professionals to lead, manage, and drive to a ‘technical win” outcome so that account executives can close the deal. Sales Profile: SMB to Commercial. Guided trial.

Objectives and Key Results 74
Objectives and Key Results Technical Sales Engineering Sales 74
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15 Mistakes GTM Teams Make When Moving Upmarket (and how to avoid them)

Sales Hacker

AUGUST 18, 2023

Alon Waks , former VP Market @ Kustomer @ Bizzabo now fractional CMO They will likely need investments in a surrounding sales ecosystem – technical sales, services scoping, POC/pilot expectations are massively different at that deal size. Needs more pre sales support. The sales motions are different.

GTM 68
GTM Up-sell Price Start-ups 68
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