Opportunity of engaging in a Proof of Concepts (POC) with customers is tempting. POCs often mean that deals are progressing in the sales pipeline. However, it can backfire as a strategy to use POCs as a first tool of engagement with prospective customer (“customer”).
Proof of concepts is not for building (sales) funnel, it’s for closing the funnel.
Here are some common misconceptions that are used while throwing POCs as a tool of initial engagement.
Proof of Concept is a great tool for sellers and prospects to engage and understand the value that a product can bring, but Proof of Concept should not be the first step in the sales cycle. POC should not be used as a bait to attract a prospect.
Here is a questionnaire/checklist for sales executives to decide if customer is ready to engage in a Proof of Concept:
If most of these questions were answered in “No”, then most likely your customer is not a good fit for the Proof of Concept.
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