FOUR ACTIONABLE TAKEAWAYS
1.When you're doing a POC, you should be surveying the users and participants in that POC about their experience.
2.If you're working in a fairly technical sale, don't shy away from answering technical questions with your depth of understanding, but let the customer know that is your depth of understanding.
3.Use a pre-POC questionnaire to ensure that the champion is the right person to lead the POC.
4.Do a POC kickoff call to set yourself up for success.