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{"id":6956,"date":"2021-12-02T09:30:31","date_gmt":"2021-12-02T14:30:31","guid":{"rendered":"https:\/\/wethesalesengineers.com\/?p=4640"},"modified":"2021-12-02T09:30:31","modified_gmt":"2021-12-02T14:30:31","slug":"4-1-1-proof-of-value-the-bermuda-triangle-of-sales-engineering","status":"publish","type":"post","link":"https:\/\/vertexdimension.com\/wethese\/4-1-1-proof-of-value-the-bermuda-triangle-of-sales-engineering\/","title":{"rendered":"4\/1\/1 Proof of Value: The Bermuda Triangle of Sales Engineering"},"content":{"rendered":"\t\t
4\/1\/1: 4 Random Thoughts from me, 1 tools to help Sales Engineers, 1 quote for motivation<\/h2>\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\n\t\t\t\t\t\t
4\/1\/1 Proof of Value: The Bermuda Triangle of Sales Engineering<\/h1>\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\n\t\t\t\t\t\t
By Ramzi Marjaba<\/h4>\t\t\t\t\t<\/div>\n\t\t\t\t\n\t\t\t\t\n\t\t\t\t\t\t\t<\/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\n\t\t\t\t\t\t
I\u2019ve worked with so many people since I\u2019ve started We the Sales Engineers and everyone has their own thoughts around a Proof of Concept (POC), Proof of Value (POV), or Pilot. These could mean the same thing to some people and could have completely different definitions for others. For example, a Pilot could be paid. A proof of concept could mean that we will prove to the customer that the product works the way we say it works, and the POV could mean that we will show you how much your work gets easier when you try the product.\u00a0<\/span><\/p>
In the end, you have to prove that whatever you are selling will have a positive impact on what the customer cares about.<\/span><\/p>
That being said, they are all managed the same way, no matter how generic or custom they are. The details of what goes on in a POC might be different, but the management will be the same.<\/span><\/p>
So this week\u2019s 4\/1\/1 is around that topic, and the podcast episode this week was also around it.<\/span><\/p>