Determine the right evaluation process for your product and sales motion

Evaluations — typically called guided trials, workshops, proofs-of-concept (POCs), proof-of-value (POV), and/or pilots— have several attributes and characteristics. It is important for presales, technical sales, and sales engineering leaders and practitioners to distinguish which evaluation attributes they should pay attention to based on the products they sell, who they sell them to, how prospects buy and what the success criteria is compelled them to purchase. This short document provides a very simple framework that examines the duration, complexity, and engagement attributes of an evaluation. It is designed to help technical sales practitioners determine the right element of people, processes, and presales tools they should use to increase their ability to win more business. I hope this simple framework prompts you to consider how to manage your evaluations more effectively. Enjoy.



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