{"product_id":"the-essential-guide-to-navigate-your-proof-of-concept-understand-and-implement-practices-to-increase-your-proof-of-concept-win-rate-paperback","title":"The Essential Guide to Navigate Your Proof of Concept: Understand and implement practices to increase your Proof of Concept win-rate - Paperback","description":"\u003cp\u003eby \u003cb\u003eTony M. Matos\u003c\/b\u003e (Author)\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eSETTING A STANDARD: The Essential Guide to Navigating Your Proof of Concept is your guide to understanding how to execute a world-class PoC. This book was released to document the essential best practices for managing a world-class Proof of Concept. By this, we mean we want to set a high standard for qualifying, defining, executing and closing a Proof of Concept.\u003c\/p\u003e\u003cp\u003eELEVATING OUR GAME: The Essential Guide to Navigate Your Proof of Concept promotes methodologies to counter and replace the often haphazard approach used to manage a proof of concept. This book outlines practical and applicable ways to ensure that your proof of concept is \"world-class\".\u003c\/p\u003e\u003cp\u003eThe Essential Guide to Navigate Your Proof of Concept promotes a methodology and a new approach to increase your technical win-rate. Sales teams should leverage a Proof of Concept as a strategic sales tool to win business - but that is not always the case. To improve how your sales team leverages a Proof of Concept, learn and apply the book's principles.\u003c\/p\u003e\u003cp\u003eThe Essential Guide to Navigate Your Proof of Concept proposes that a Proof of Concept execute at a \"world-class\" standard by equipping sales engineers on the best practices that elevate their approach, technique and processes when managing a Proof of Concept.\u003c\/p\u003e\u003cp\u003eThis book was written for sales engineers by a sales engineer with real-world experience working in leading enterprise-scale organizations. The Essential Guide to Navigate Your Proof of Concept promotes a clear and understandable approach for managed a Proof of Concept using a four-step methodology. Along with purpose-built tools and templates, it enables a sales engineer to qualify, define, execute, and close a Proof of Concept.\u003c\/p\u003e\u003cp\u003eTAKING A WORLD-CLASS APPROACH: The Essential Guide to Navigate Your Proof of Concept provides a sales engineer with an approach to establishing and maintaining a high standard for executing a proof of concept.\u003c\/p\u003e\u003cp\u003eTHE REASON FOR EXECUTING A POC IS TO GET THE WIN: For a sales engineer, it is critical to acquire the technical win from a proof of concept. Earning a technical win means that a customer has reviewed your solution and selected it over others. This means that as a sales engineer, you have won the opportunity from a technical perspective. But that doesn't mean it leads to an actual purchase order. Executing a world-class proof of concept also means that you set up the outcome of a PoC to also earn the business win (purchase order).\u003c\/p\u003e\u003cp\u003eA FRAMEWORK AND TOOLS TO GET THE JOB DONE: The Essential Guide to Navigating Your Proof of Concept is written to inform and guide sales engineers through the planning and process of high-quality proof of concept customer-centric experience.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cdiv\u003e\n\u003cstrong\u003eNumber of Pages:\u003c\/strong\u003e 140\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003eDimensions:\u003c\/strong\u003e 0.33 x 9 x 6 IN\u003c\/div\u003e\u003cdiv\u003e\n\u003cstrong\u003ePublication Date:\u003c\/strong\u003e September 02, 2020\u003c\/div\u003e","brand":"Books by splitShops","offers":[{"title":"Default Title","offer_id":51788604473632,"sku":"9798682204267","price":23.85,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0974\/9764\/5344\/files\/995bfdc1d63337427c67a1d014a58ab6.webp?v=1780655703","url":"https:\/\/ebocreations.com\/products\/the-essential-guide-to-navigate-your-proof-of-concept-understand-and-implement-practices-to-increase-your-proof-of-concept-win-rate-paperback","provider":"The E-Book Oasis LLC","version":"1.0","type":"link"}