How NOT to fail a POC spectacularly
Channel: Better Presales with Sasha
Date: 31/12/2022

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?

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How to PLAN and SCOPE a POC (Proof Of Concept)? |  Sales Engineering Training
https://www.youtube.com/watch?v=uZWgRjCzCsg

How to do Discovery in the Sales Process? | Sales Engineering
https://youtu.be/twpN81dk8Bo

I've built an ESG DASHBOARD on Streamlit and Snowflake in ONLY 2 hours
https://youtu.be/-FB2UdgQ_4E

Playlist 
What is a Proof of Concept (POC) and how to plan, scope and win it
https://www.youtube.com/watch?v=U64f_8MsKLc&list=PLynBwz5HuyxbGi5RO7UwTJQ6CgzHnDZEE

🎞️ Stock photo and video:


Video by Kindel Media: https://www.pexels.com/video/a-kid-building-a-sand-castle-7850097/
Video by Pixabay: https://www.pexels.com/video/video-of-building-collapsing-855464/
Video by RODNAE Productions: https://www.pexels.com/video/young-woman-trying-on-clothes-7951318/
Photo by Magda Ehlers: https://www.pexels.com/photo/sign-train-travel-time-13772474/
Video by Mikhail Nilov: https://www.pexels.com/video/woman-doing-archery-in-the-snow-6603073/
Video by Pavel Danilyuk: https://www.pexels.com/video/couple-walking-down-the-aisle-8776122/
Video by Alan W: https://www.pexels.com/video/inside-of-a-tunnel-5747540/
Video by fauxels: https://www.pexels.com/video/men-and-women-busy-working-on-their-computers-3251737/
https://en.wikipedia.org/wiki/Tail_chasing#/media/File:Dog_Chasing_Tail.jpg (CC BY 2.0: https://creativecommons.org/licenses/by/2.0/)
Video by Kampus Production: https://www.pexels.com/video/people-applauding-in-a-business-meeting-8189161/

Photo "Town Hall Meeting" by Thomas Hawk
https://tinyurl.com/3m735d5j

Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-in-gray-tank-top-showing-distress-3812745/
Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-in-gray-tank-top-3812757/
Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-in-gray-tank-top-3812757/

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-inside-vehicle-13861/

Photo by Ross Burton
Source: https://tinyurl.com/3778ahpt

Video by cottonbro studio: https://www.pexels.com/video/creepy-clown-chasing-scared-teenagers-5427576/

Video by Heartlover1717
Source: https://flickr.com/photos/heartlover1717/5481166938/in/photolist-kfnFX2-2o38XwU-kfkwMn-fw56C1-9mmpYf-Eg2Dmt

Photo by Sebastian Arie Voortman: https://www.pexels.com/photo/woman-jumping-wearing-green-backpack-214574/

Photo by Ketut Subiyanto: https://www.pexels.com/photo/crop-kid-weighing-on-scale-4474052/

Photo by Andrea Piacquadio: https://www.pexels.com/photo/woman-covering-her-mouth-3986935/

🔗 Useful links:

US Camel Corps:
https://daily.jstor.org/the-u-s-armys-remarkable-camel-corps-of-the-1850s/
https://www.smithsonianmag.com/history/whatever-happened-wild-camels-american-west-180956176/
https://armyhistory.org/the-u-s-armys-camel-corps-experiment/

The Newspaper Clipping Generator
https://www.fodey.com/generators/newspaper/snippet.asp

Scope Creep:
https://en.wikipedia.org/wiki/Scope_creep

MEDDICC: what happens when there is no pain
https://meddicc.com/resources/what-happens-if-you-have-no-pain

Timeboxing:
https://timeular.com/blog/timeboxing/

Failed POCs:
https://www.success.app/blog/5-reasons-why-poc-proof-of-concepts-fail/
https://sapphireventures.com/blog/over-50-of-proof-of-concepts-fail-heres-how-to-fix-yours/
https://blogs.sas.com/content/sascom/2015/05/26/how-to-prevent-a-failed-proof-of-concept/

#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!)