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Lunch Money with Scott and Edan

Podcast door Scott Schnaars

Engels

Business

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Over Lunch Money with Scott and Edan

We like money! And we hope that you do too. Every week, Scott Schnaars and Edan Gottlib, seasoned SaaS executives, drop this short podcast discussing sales, sales leadership, SaaS, and other relevant management topics. We have a great time doing it and the goal is that, if you like money, you'll make more of it by listening to this podcast.

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

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

12 mei 2025 - 18 min
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