Tag: Sales Engineering

POC or POV

Proof of Concept (POC) vs Proof of Value (POV)

POC (Proof of Concept) or POV (Proof of Value) are often used as the last step of pre sales process before a deal goes to procurement or contract. Which one…

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15 questions for sales teams before offering a POC

Opportunity of engaging in a Proof of Concepts (POC) with customers is tempting. POCs often mean that deals are progressing in the sales pipeline. However, it can backfire as a…

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Key Performance Indicators for Sales Engineering Teams

The Key Performance Indicators or KPIs are a series of quantifiable measures used to evaluate the performance of a company or an organization. Several organizations use KPIs at various levels…

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How to write an effective Statement of Work for POC

A statement of work is a document, which specifies the key aspects of a product or service, is crucial to every POC to ensure that teams complete their task on…

How to Master Your Demo in 6 Steps

Discover your audiences’ pain points A successful product is always made to solve pain points in the targeted customer, no matter how big or small. This can help when advertising…

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10 customer discovery questions for Sales Engineers before showing a product demo

Sales Engineers present product demos all the time in conference rooms, trade shows, over online meetings, webinars and so on. It is one of the early activity in enterprise sales…

23 Free/mium Tools for Sales Engineers

List of free tools for Sales Engineers. This list includes different categories of tools including workflow automation, meetings, travel, troubleshooting and much more.

April 19th, 2020

How to set Objectives & Key Results (OKRs) for Sales Engineering teams

Many Sales Engineering (SE) leaders face the task of setting goals for their Sales Engineering teams every quarter and every year. OKRs are a popular way for setting goals in…

Thanksgiving 2019: Thank you notes

This is a story of Pudding — a startup that grew out of ambition to solve real challenges in B2B technical evaluation and sales process. Idea — The beginning: If you are…

November 26th, 2020

5 reasons why POCs fail

A successful proof of concept (POC) is essential to close a B2B sales deal. It is also a great opportunity for the buyer to evaluate the product before buying. The…

April 11th, 2020