Dealing with Procurement: The Final Boss of Enterprise Sales

Proof of Concept or Proof of Confusion? How to Stop Giving Away Free Work

Summary In this episode of Lunch Money, Scott Schnaars and Edan Gottlib delve into the complexities of Proof of Concepts (POCs) in the sales process. They discuss why clients request POCs, the potential pitfalls of engaging in them, and how to effectively manage and transition from POCs to paid pilots. The conversation emphasizes the importance of understanding the client's needs, controlling the scope of the POC, and treating the process with the seriousness it deserves to ensure successful outcomes. Takeaways * Clients ask for POCs to de-risk their decision-making process. * Understanding what the client wants to prove is crucial before starting a POC. * POCs can delay deals and create unnecessary work if not managed properly. * A successful POC requires clear success criteria and a defined timeline. * Transitioning from a POC to a paid pilot can ensure commitment from the client. * Companies should have a standardized process for managing POCs. * Limiting the number of concurrent POCs can create urgency and value. * Treating a POC like a real deal can lead to better outcomes. * POCs should not be used as a discovery tool but as a means to close deals. * Free POCs can lead to costly outcomes if not approached correctly. Chapters 00:00 Introduction to Proof of Concept 02:58 Understanding the Need for POCs 05:51 Evaluating the Effectiveness of POCs 09:14 Transitioning from POCs to Paid Pilots 12:17 Managing POCs Effectively 15:03 Closing Thoughts on POCs 19:33 Shorts Outro.mp4

Dealing with Procurement: The Final Boss of Enterprise Sales

Procurement isn't the villain—unless you show up unprepared. In this episode, Scott and Edan break down why sellers dread procurement, what they get wrong, and how to flip the script. Learn how to negotiate with leverage (not fear), pre-wire your deals, and avoid deal death in the final stretch. Whether you’re selling potato chips or AI chips, this survival guide will help you win procurement over—without giving away your soul. Action-packed with tactics, stories, and the phrase “it’s never about the money.”

Build Better Deals: Mastering the Mutual Action Plan

In this episode, Scott and Edan break down one of the most powerful (but often overlooked) sales tools: the Mutual Action Plan (MAP). Learn why top sellers swear by it, how it prevents deals from dying in legal quicksand, and how to turn vague next steps into clear, buyer-driven momentum. Packed with practical action items you can use today to create accountability without sounding like a nag. Don’t wing your deals — map them. ✅ What a MAP is (and what it’s NOT) ✅ How to build a real mutual plan, not a scary spreadsheet ✅ Why great sellers are great project managers ✅ Action items you can apply immediately Stop Hopa-Hopa forecasting. Start closing smarter.

Negotiate This! What Salespeople Should Know About Contracts

Salespeople love to talk discounts—but that’s just one line in the contract. In this episode, Scott Schnaars and Edan Gottlib break down the six most important things beyond price that every rep should understand and negotiate: * Price caps * Limitation of liability and indemnification * Termination clauses * Payment terms * Governing law & arbitration * Performance guarantees Learn how to play offense (not just defense) during the contract stage—and why negotiation should be the fun part of sales.

Are Annual Quotas Killing Your Sales Team?

Annual quotas have been the backbone of sales comp forever—but are they doing more harm than good? In this episode, Scott sits down with Edan Gottlib to rip into the quota status quo. From rigid calendar pressure to misaligned incentives and sandbagging reps, they unpack why annual quotas might be broken—and what to do instead. We talk: * Why annual quotas exist (and who they actually serve) * How they screw with rep behavior and leadership focus * Alternatives like rolling quotas, team pods, and usage-based comp * Why most orgs are too scared to change Whether you’re a VP of Sales, RevOps, or just tired of spreadsheet-driven leadership—this one's for you. Subscribe, share, and challenge your status quo.