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{"id":2857,"date":"2020-10-26T01:00:49","date_gmt":"2020-10-26T06:00:49","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=2857"},"modified":"2020-10-26T01:00:49","modified_gmt":"2020-10-26T06:00:49","slug":"132-the-basics-of-the-proof-of-concept","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/132-the-basics-of-the-proof-of-concept\/","title":{"rendered":"#132 The Basics of The Proof of Concept"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"2857\" class=\"elementor elementor-2857\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-5a9776b6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"5a9776b6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-53fd420\" data-id=\"53fd420\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-5cc09c0 elementor-widget elementor-widget-spacer\" data-id=\"5cc09c0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-60d12693 elementor-widget elementor-widget-theme-post-title elementor-page-title elementor-widget-heading\" data-id=\"60d12693\" data-element_type=\"widget\" data-widget_type=\"theme-post-title.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<h1 class=\"elementor-heading-title elementor-size-default\">#132 The Basics of The Proof of Concept<\/h1>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-31c2b0cc elementor-widget elementor-widget-html\" data-id=\"31c2b0cc\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href=\"https:\/\/twitter.com\/WeTheSEs?ref_src=twsrc%5Etfw\" class=\"twitter-follow-button\" data-show-count=\"false\">Follow @WeTheSEs<\/a><script async src=\"https:\/\/platform.twitter.com\/widgets.js\" charset=\"utf-8\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b711e73 elementor-widget elementor-widget-spacer\" data-id=\"b711e73\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-48eeff76 elementor-widget elementor-widget-image\" data-id=\"48eeff76\" data-element_type=\"widget\" data-widget_type=\"image.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<img fetchpriority=\"high\" decoding=\"async\" width=\"1024\" height=\"625\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/132-A-1024x625.png\" class=\"attachment-large size-large wp-image-2858\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/132-A-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/132-A-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/132-A-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/132-A-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2020\/10\/132-A-2048x1250.png 2048w\" 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elementor-share-buttons--color-official elementor-widget elementor-widget-share-buttons\" data-id=\"1e5556ae\" data-element_type=\"widget\" data-widget_type=\"share-buttons.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-grid\">\n\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_facebook\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-facebook\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on facebook<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_reddit\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-reddit\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on reddit<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_twitter\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-twitter\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on twitter<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t\t\t\t<div class=\"elementor-grid-item\">\n\t\t\t\t\t\t<div class=\"elementor-share-btn elementor-share-btn_linkedin\">\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<span class=\"elementor-share-btn__icon\">\n\t\t\t\t\t\t\t\t<i class=\"fab fa-linkedin\"\n\t\t\t\t\t\t\t\t   aria-hidden=\"true\"><\/i>\n\t\t\t\t\t\t\t\t<span\n\t\t\t\t\t\t\t\t\tclass=\"elementor-screen-only\">Share on linkedin<\/span>\n\t\t\t\t\t\t\t<\/span>\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-24fe26c5 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"24fe26c5\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5c802106\" data-id=\"5c802106\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-673a4ce0 elementor-widget elementor-widget-spacer\" data-id=\"673a4ce0\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-eb511a6 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"eb511a6\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5189a6b0\" data-id=\"5189a6b0\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-71b53016 elementor-widget elementor-widget-html\" data-id=\"71b53016\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<iframe style=\"border: none\" src=\"\/\/html5-player.libsyn.com\/embed\/episode\/id\/16538756\/height\/90\/theme\/custom\/thumbnail\/yes\/direction\/backward\/render-playlist\/no\/custom-color\/bcbdb8\/\" height=\"90\" width=\"100%\" scrolling=\"no\"  allowfullscreen webkitallowfullscreen mozallowfullscreen oallowfullscreen msallowfullscreen><\/iframe>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-3a4ccb71 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"3a4ccb71\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7e32fc3f\" data-id=\"7e32fc3f\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2bf90f18 elementor-widget elementor-widget-spacer\" data-id=\"2bf90f18\" data-element_type=\"widget\" data-widget_type=\"spacer.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-spacer\">\n\t\t\t<div class=\"elementor-spacer-inner\"><\/div>\n\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2e2ea42c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2e2ea42c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7d81084d\" data-id=\"7d81084d\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-355ef83b elementor-widget elementor-widget-video\" data-id=\"355ef83b\" data-element_type=\"widget\" data-settings=\"{&quot;youtube_url&quot;:&quot;https:\\\/\\\/youtu.be\\\/3ooiPcuh_zM&quot;,&quot;video_type&quot;:&quot;youtube&quot;,&quot;controls&quot;:&quot;yes&quot;}\" data-widget_type=\"video.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-wrapper elementor-open-inline\">\n\t\t\t<div class=\"elementor-video\"><\/div>\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-2f06f987 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"2f06f987\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-77955e38\" data-id=\"77955e38\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-a44d129 elementor-widget elementor-widget-text-editor\" data-id=\"a44d129\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p><span style=\"font-weight: 400;\">If you\u2019re a Sales Engineer, you\u2019ve probably done your fair share of proof of concepts (PoC) throughout your career. Sometimes a customer requests them, but more often than you\u2019d like to admit, you probably offered them to your customers because you wanted to show how your product meets whatever their need. But is the PoC really that necessary to \u201c<\/span><i><span style=\"font-weight: 400;\">close the deal<\/span><\/i><span style=\"font-weight: 400;\">\u201d? Or is there a better way to go around it and still be able to show the value of our solution to your customers\u2019 problems without wasting the time and resources of everybody in the room?<\/span><\/p><p><span style=\"font-weight: 400;\">Fortunately, we have someone on the podcast today enlightening us on this tricky activity. Tony Matos\u00a0leads the sales engineering team at CITRIX, Canada, and is the author of the book, The Essential Guide to Navigate your Proof of Concept. He shares with us his mistakes as an SE early on in his career, how he moved up the ranks and became a presales leader, and how he thinks all SEs should navigate the PoC.<\/span><\/p><p><span style=\"font-weight: 400;\">P.S. If you work with someone who, in the middle of the call with a customer, says something like, \u201cOh, let&#8217;s give you some licenses to try it out\u201d, share this podcast episode with them. They\u2019ll need it.<\/span><\/p><p><span style=\"font-weight: 400;\"><br \/><\/span><span style=\"font-weight: 400;\">\u00a0<\/span><b>Key Takeaways:<\/b><\/p><p><span style=\"font-weight: 400;\">Tune in to our conversation and learn:<\/span><\/p><ul><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">His beginnings as a Sales Engineer and how he moved up the ranks as a SE leader<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">The similarities and nuances of sales engineering teams across industries and companies<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What makes a sales engineering team more engaged in their work<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why he thinks SE can be more involved other than technical skills and expertise<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Aspects of the PoC that most SE take for granted<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What a proof of concept really is about and when is it appropriate to do<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What motivated him to write The Essential Guide to Navigate your Proof of Concept<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">What you should really be doing before agreeing to do a PoC<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Why what is done before and after the PoC is equally important than the PoC itself<\/span><\/li><li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Can we bypass a PoC even when a customer requests it or is there a specific situation where it\u2019s appropriate?<\/span><\/li><\/ul><p><b>Quotes:<\/b><b><br \/><\/b><b><\/b><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">17:16\u00a0<\/span><b><i>\u201cWe need to write more materials for the sales Engineering profession&#8230; There isn&#8217;t enough quantity out there in terms of materials and training for our profession.\u201d<\/i><\/b><span style=\"font-weight: 400;\"><br \/><\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">42:35\u00a0<\/span><b><i>\u201cA proof of concept is always about illustrating the possibility of something, Now in a PoC, it might be a very specific thing or process or workflow or integration they wanna see, and that&#8217;s all fine, but it has to be a list of 3 things, not a list of 30 things. So, it should be very much about illustration and not implementation.\u201d<\/i><\/b><\/p><p><span style=\"font-weight: 400;\">58:55<\/span><b><i>\u201cI think showing curiosity especially to a customer shows a level of respect that you care about things other than just the technology thing that you&#8217;re gonna solve.\u201d<\/i><\/b><span style=\"font-weight: 400;\"><br \/><\/span><\/p><p>\u00a0<\/p><p><i><span style=\"font-weight: 400;\">\u00a0<\/span><\/i><\/p><p><b>Not So Fire Round<\/b><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><ol><li><b> What do you love about sales engineering or presales leadership?<\/b><\/li><\/ol><p>\u00a0<\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">I just love the fact that we have to know a solution really well. I think there&#8217;s a lot of satisfaction with investing yourself with great organizations to know a solution really well. i get a great sense of satisfaction for people being able to call me up and have a sense of confidence and bringing me in as part of a thing that needs to be solved.<\/span><\/p><p><span style=\"font-weight: 400;\">Sales engineering is just a great profession because it requires so many disciplines to come into play, and it really requires you to keep improving yourself and learning so that sort of fires me up.<\/span><\/p><ol start=\"2\"><li><b> What would you change about Sales engineering leadership?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">We need to put a little bit more focus on the sales side of sales engineering.<\/span><\/p><p><span style=\"font-weight: 400;\">We should know the sales strategy really well with our sales rep.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><ol start=\"3\"><li><b> What are some other books, tools or resources you would recommend for sales engineers and salespeople?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/www.amazon.com\/Mastering-Technical-Sales-Professional-Development\/dp\/1608077446\/ref=as_li_ss_tl?keywords=mastering+technical+sales&amp;qid=1552267405&amp;s=books&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=945849d09fe36193f085b0c3afc2c9f4\"><span style=\"font-weight: 400;\">Mastering Technical Sales: The Sales Engineer&#8217;s Handbook 3rd Edition by John Care<\/span><\/a><\/span><\/p><p><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/059534559X\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=451146259d6bd9a5c02a0fa38a0b617a\"><span style=\"font-weight: 400;\">Great Demo!: How To Create And Execute Stunning Software Demonstrations by Peter Cohan<\/span><\/a><\/span><\/p><p><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/www.amazon.com\/gp\/product\/0718074084\/ref=as_li_ss_tl?ie=UTF8&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=c22acbf65d872e13ea49543f63dc9392&amp;language=en_US\"><span style=\"font-weight: 400;\">Developing the Leader Within You 2.0<\/span><\/a><\/span><\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><ol start=\"4\"><li><b> What separates great sales engineers and salespeople from the not so great or ordinary ones?<\/b><\/li><\/ol><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Curiosity and collaboration.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Being curious about things internally, but also what&#8217;s more important, is being curious with the customers.\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Doing everything you can to be collaborative and seeking to understand people are great skills to have because it opens up possibilities of things you never considered<\/span><\/p><p>\u00a0<\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">\u00a0<\/span><\/p><p><span style=\"font-weight: 400;\">Connect with Tony on <span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/www.linkedin.com\/in\/tmatos\">Linkedin<\/a><\/span>: <\/span><\/p><p>\u00a0<\/p><p><span style=\"font-weight: 400;\">Get access to the book on\u00a0Amazon:<\/span><\/p><p><span style=\"color: #0000ff;\"><span style=\"font-weight: 400;\">\u00a0<\/span><a style=\"color: #0000ff;\" href=\"https:\/\/www.amazon.com\/Essential-Guide-Navigate-Proof-Concept\/dp\/B08HGTJGXD\/ref=as_li_ss_tl?dchild=1&amp;keywords=the+essential+guide+to+proof+of+concepts&amp;qid=1603655657&amp;s=books&amp;sr=1-1&amp;linkCode=ll1&amp;tag=wetheses00-20&amp;linkId=0cef9fd2931be8672774ddff1ac7aa67&amp;language=en_US\"><span style=\"font-weight: 400;\">The Essential Guide to Navigate Your Proof of Concept: Understand and implement practices to increase your Proof of Concept win-rate by Tony Matos<\/span><\/a><\/span><\/p><p><span style=\"font-weight: 400;\">Check out his POC Essentials website for more resources on sales engineering and proof of concepts:\u00a0<\/span><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/pocessentials.com\/\"><span style=\"font-weight: 400;\">https:\/\/pocessentials.com\/<\/span><\/a><\/span><\/p><p><span style=\"font-weight: 400;\">If you enjoyed this podcast, please support the show by dropping a review or rating on iTunes.<span style=\"color: #0000ff;\">\u00a0<\/span><\/span><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/podcasts.apple.com\/us\/podcast\/we-sales-engineers-resource-for-sales-engineers-by\/id1378292171\"><span style=\"font-weight: 400;\">https:\/\/podcasts.apple.com\/us\/podcast\/we-sales-engineers-resource-for-sales-engineers-by\/id1378292171<\/span><\/a><\/span><\/p><p><span style=\"font-weight: 400;\">And if you\u2019ve been affected by COVID as an SE, please check out our Leave No SE Behind initiative so that we can help you.\u00a0<\/span><span style=\"color: #0000ff;\"><a style=\"color: #0000ff;\" href=\"https:\/\/wethesalesengineers.com\/no-se-left-behind-initiative\/\"><span style=\"font-weight: 400;\">https:\/\/wethesalesengineers.com\/no-se-left-behind-initiative\/<\/span><\/a><\/span><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-7b5b8c2c elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7b5b8c2c\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-19e00b10\" data-id=\"19e00b10\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-2a543de7 elementor-grid-3 elementor-grid-tablet-2 elementor-grid-mobile-1 elementor-widget elementor-widget-portfolio\" data-id=\"2a543de7\" data-element_type=\"widget\" data-settings=\"{&quot;columns&quot;:&quot;3&quot;,&quot;columns_tablet&quot;:&quot;2&quot;,&quot;columns_mobile&quot;:&quot;1&quot;,&quot;item_ratio&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:0.66000000000000003108624468950438313186168670654296875,&quot;sizes&quot;:[]},&quot;item_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]},&quot;row_gap&quot;:{&quot;unit&quot;:&quot;px&quot;,&quot;size&quot;:&quot;&quot;,&quot;sizes&quot;:[]}}\" data-widget_type=\"portfolio.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-portfolio elementor-grid elementor-posts-container\">\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-7034 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-assigned-mentors tag-career-advice-for-sales-engineers tag-coaching-for-presales tag-coaching-for-ses tag-coaching-vs-mentoring tag-finding-mentors tag-mentoring-sales-engineers tag-mentorship-sucks tag-presales tag-presales-coaching tag-presales-mentors tag-ramzi-marjaba tag-sales-engineering tag-sales-engineering-coaching tag-solution-consultant tag-solution-engineering tag-we-the-sales-engineers tag-we-the-ses tag-what-is-coaching tag-what-is-mentorship tag-why-mentorship-sucks entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/207-mentorship-sucks-how-to-overcome-it\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png\" class=\"attachment-medium size-medium wp-image-6925\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/04\/207-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#207 Mentorship Sucks, How to Overcome it?\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-6980 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-building-trust-with-customers tag-building-trust-with-external-partners tag-building-trust-with-internal-partners tag-customer-trust tag-customer-trusting-sales-engineers tag-customers-trusting-sales tag-john-cares-trust-formula tag-mastering-technical-sales tag-presales tag-sales-engineering tag-sales-trust tag-solution-consulting tag-the-trust-formula tag-working-with-customers entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/206-building-trust-through-genuine-care-for-the-customer\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png\" class=\"attachment-medium size-medium wp-image-5030\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1-1536x937.png 1536w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#206 Building Trust Through Genuine Care for the Customer\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<article class=\"elementor-portfolio-item elementor-post  post-5012 post type-post status-publish format-standard has-post-thumbnail hentry category-podcast tag-becoming-a-sales-engineer tag-customer-office-hours tag-demonstrating-workflows tag-educating-customers tag-managing-our-work-time tag-managing-the-schedule tag-presales tag-ramzi-marjaba tag-sales-engineer-organization-structure tag-sales-engineering tag-solutions-engineer-vs-sales-engineer tag-supporting-the-customers tag-training-new-account-managers tag-tremble tag-we-the-ses tag-working-with-customers tag-working-with-product-management tag-working-with-sales entry has-media\">\n\t\t\t<a class=\"elementor-post__thumbnail__link\" href=\"https:\/\/vertexdimension.com\/wethese\/205-sacrifice-and-dedication-have-a-great-payoff\/\">\n\t\t\t\t<div class=\"elementor-portfolio-item__img elementor-post__thumbnail\">\n\t\t\t<img loading=\"lazy\" decoding=\"async\" width=\"300\" height=\"183\" src=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png\" class=\"attachment-medium size-medium wp-image-5016\" alt=\"\" srcset=\"https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-300x183.png 300w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1024x625.png 1024w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-768x469.png 768w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-1536x937.png 1536w, https:\/\/vertexdimension.com\/wethese\/wp-content\/uploads\/2022\/03\/205-Sacrifice-and-Dedication-Have-a-Great-Payoff-2048x1250.png 2048w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/>\t\t<\/div>\n\t\t\t\t<div class=\"elementor-portfolio-item__overlay\">\n\t\t\t\t<h3 class=\"elementor-portfolio-item__title\">\n\t\t#205 Sacrifice and Dedication Have a Great Payoff\t\t<\/h3>\n\t\t\t\t<\/div>\n\t\t\t\t<\/a>\n\t\t<\/article>\n\t\t\t\t<\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-52b61265 elementor-section-stretched elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"52b61265\" data-element_type=\"section\" data-settings=\"{&quot;stretch_section&quot;:&quot;section-stretched&quot;}\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-710f0dc4\" data-id=\"710f0dc4\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-6ca78081 elementor-widget elementor-widget-shortcode\" data-id=\"6ca78081\" data-element_type=\"widget\" data-widget_type=\"shortcode.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t<div class=\"elementor-shortcode\"><script async data-uid=\"d832de0300\" src=\"https:\/\/we-the-sales-engineer.kit.com\/d832de0300\/index.js\" data-jetpack-boost=\"ignore\" data-no-defer=\"1\" nowprocket><\/script><\/div>\n\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-1acf33cd elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"1acf33cd\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-7de4a8b5\" data-id=\"7de4a8b5\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-72738a41 elementor-widget elementor-widget-html\" data-id=\"72738a41\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<script src=\"\/\/platform.linkedin.com\/in.js\" type=\"text\/javascript\"><\/script>\r\n<script type=\"IN\/MemberProfile\" data-id=\"linkedin.com\/in\/ericwwatson\" data-format=\"inline\" data-related=\"false\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-51e03457 elementor-widget elementor-widget-text-editor\" data-id=\"51e03457\" data-element_type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t\t\t\t\t<p>Music on the show: Watchmaker&#8217;s Daughter by Reeder<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-478c331 elementor-widget elementor-widget-html\" data-id=\"478c331\" data-element_type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t<div class=\"elementor-widget-container\">\n\t\t\t\t\t<a href = \"http:\/\/www.iamreeder.com\/\"> Reeder's Site<\/a>\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-39248a7b elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"39248a7b\" data-element_type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-587c1f6b\" data-id=\"587c1f6b\" data-element_type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>In this episode, Tony Matos drops in to discuss what is a proof of concept, when we use it, and how we can put ourselves in a position to win the deal through a 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