How NOT to fail a POC spectacularly

POCs (Proof of concepts) fail - that's the reality we have to face, if we want to get better as sales teams. What are the 8 reasons POCs fail and, even worse, why deals don't happen even if we have secured the technical win on the POC? How do we avoid doing POCs that don't lead to sales deals? MY GEAR: iPhone 13 Pro https://amzn.to/3Clj8kP Sony Alpha ZV-E10L https://amzn.to/3NnNb1m Canon D77 https://amzn.to/3X0tRue Sigma 16mm F1,4 DC DN Contemporary https://amzn.to/43ULspY Canon EF 50mm F1.8 STM https://amzn.to/43wRBc4 SYNCO Lavalier https://amzn.to/42DJl8G Rode VidMic Go https://amzn.to/3Pc0mUF RØDE Wireless Go II https://amzn.to/3qDYUQF Sony ECM-W2BT Wireless https://amzn.to/45RWSfX 14” MacBook Pro https://amzn.to/3N3FMmq How to PLAN and SCOPE a POC (Proof Of Concept)? | Sales Engineering Training    • How to PLAN and SCOPE a POC (Proof Of Conc...   How to do Discovery in the Sales Process? | Sales Engineering    • How to do Discovery in the Sales Process? ...   I've built an ESG DASHBOARD on Streamlit and Snowflake in ONLY 2 hours    • I've built an ESG DASHBOARD on Streamlit a...   Playlist What is a Proof of Concept (POC) and how to plan, scope and win it    • How to RUN and WIN a Proof Of Concept (POC...   🎞️ Stock photo and video: Video by Kindel Media: https://www.pexels.com/video/a-kid-bu... Video by Pixabay: https://www.pexels.com/video/video-of... Video by RODNAE Productions: https://www.pexels.com/video/young-wo... Photo by Magda Ehlers: https://www.pexels.com/photo/sign-tra... Video by Mikhail Nilov: https://www.pexels.com/video/woman-do... Video by Pavel Danilyuk: https://www.pexels.com/video/couple-w... Video by Alan W: https://www.pexels.com/video/inside-o... Video by fauxels: https://www.pexels.com/video/men-and-... https://en.wikipedia.org/wiki/Tail_ch... (CC BY 2.0: https://creativecommons.org/licenses/...) Video by Kampus Production: https://www.pexels.com/video/people-a... Photo "Town Hall Meeting" by Thomas Hawk https://tinyurl.com/3m735d5j Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-in... Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-in... Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-in... Photo by Leonard J Matthews https://tinyurl.com/3rt58jpa Photo by Michael Gorzka https://tinyurl.com/2a9584xk Photo by Ben Tesch https://tinyurl.com/2e9dfn58 Photo by Mike Cohen https://tinyurl.com/mph3f95w Source: https://creditscoregeek.com/ Photo by JESHOOTS.com: https://www.pexels.com/photo/man-insi... Photo by Ross Burton Source: https://tinyurl.com/3778ahpt Video by cottonbro studio: https://www.pexels.com/video/creepy-c... Video by Heartlover1717 Source: https://flickr.com/photos/heartlover1... Photo by Sebastian Arie Voortman: https://www.pexels.com/photo/woman-ju... Photo by Ketut Subiyanto: https://www.pexels.com/photo/crop-kid... Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-co... 🔗 Useful links: US Camel Corps: https://daily.jstor.org/the-u-s-armys... https://www.smithsonianmag.com/histor... https://armyhistory.org/the-u-s-armys... The Newspaper Clipping Generator https://www.fodey.com/generators/news... Scope Creep: https://en.wikipedia.org/wiki/Scope_c... MEDDICC: what happens when there is no pain https://meddicc.com/resources/what-ha... Timeboxing: https://timeular.com/blog/timeboxing/ Failed POCs: https://www.success.app/blog/5-reason... https://sapphireventures.com/blog/ove... https://blogs.sas.com/content/sascom/... #proofofconcept #salesengineer #salestraining 00:00 8. Reason why POCs fail 00:15 What is a (failed) POC? 01:43 Why you should subscribe to this channel :) 02:12 Reason #1 No executive sponsor 03:25 Reason #2 No clear pain to solve 03:44 Reason #3 No urgency to buy 04:06 Reason #4 No clear success criteria 04:25 Reason #5 No commitment 04:42 Reason #6 Scope creep 05:09 Reason #7 No timelines 05:30 Reason #8 We suck 05:49 How to avoid a failed POC? 06:11 #1 Do these instead of a POC 07:12 #2 Conduct a discovery 07:45 #3 Secure skin in the game 08:22 #4 Timebox the POC 08:51 #5 Extrem ownership 09:20 Bloopers (don't miss this!)