What if I told you that a highly competitive POC (proof of concept) is more like The Presidential Inauguration ceremony than the NFL Super Bowl match? Think about it for a minute. Is a POC, a trial or a pilot project in enterprise sales context, rather a match between competitors or rather a ceremony? “A…
Posts Tagged:meddpicc
What Is The Value Triangle The Value Triangle is a subset of the customer’s Decision Criteria that we, as a vendor, satisfy and that our competition does not. The larger it is the better the deal is qualified. Best sellers focus on it, enlarge it, make sure it’s solid, review it often with the client…
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