An evaluation is a common prerequisite to establishing the value of a given technology offering with the buyer before being in a position to win the business. Evaluations have different nomenclatures, such as proof of concept (POC), proof of value (POV), guided trials and workshops and can expand anywhere from 15 days to more than 90 days. Evaluations are also prevalent in self serve, SaaS offerings, as well as hybrid, on-premise and complex solution selling.

Despite the duration or nomenclature of evaluations, utilizing best practices increases the probability of establishing the “technical win.” Tony Matos, author of “The Essential Guide To Navigate Proof of Concept,” is sharing a GUIDED framework for technical sales professionals to utilize.
Feel free to reference the “Technical sales: Maximize your evaluation impact.” brief below.

Technical Sales: Maximize your evaluation impact


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