POC Essentials

I had a great conversation with Greg Howard from Presales Heroes. Take a moment to listen to episode #8: Navigating your PoC Podcast Excerpt This...

I had a great conversation with Ramzi Marjaba from WE THE SALES ENGINEERS. Take a moment to listen to episode #132: The...

When people are involved, there are many human interactions, including; business and personal aspirations, opinions, procedures, processes and politics. They can all collide and add drama during a proof of concept. Your ability as a sales engineer to be mindful of these human interactions and how you orchestrate them will influence your PoC. Being aware of the many human interactions which occur during a Proof of Concept (PoC) enables a sales engineer to manage a PoC with greater ease, professionalism and trust. The habits and practices we focus on influence how we manage these human interactions.

As presales professionals, we need to evaluate how we think and act towards a PoC. I refer to these as mindsets, which is a...

Learn 10 effective mentoring practices from Robert how De Niro’s character in the movie "The Intern". During this internship Ben illustrates 10 mentoring practices that allow him to mentor the owner of a company even though they are from different generations.