I'm so glad I bumped into this video - it makes so much sense now about what I'm experiencing. Especially on the recruitment part I've been through so many interviews in my life and its always about whether I'm good enough or not. But after listening to John, I realized that there are 2 types of managers: 1. One that only does the recruitment part and expects you to make them look good with performance, minimal coaching 2. The other that follows the 3-steps of Recruit > Train & Develop > Lead & Promote, so that he can be promoted and build a successor.
21:00 why, why us, why now? The most important questions to a company 22:00 we have differentiators, meaning we can solve their pain uniquely better than anyone else on earth
It’s referred to as Proof of Value. Enterprise companies used to and still refer to it as POC which stands for proof of concept. But John argues that as a sales rep, youre not there to prove to the customer that the software works..your validation process is to demonstrate business value by solving a high impact business problem that you have identified during the discover phase which the Champion and Economic buyer will want to solve with a sense of urgency with your proposed solution.
So a POV is part validation process in which the rep and the Champion have defined a set of criteria in which the software will evaluated against. The Scoping phase is where the criteria is defined. Ideally, the rep will have significant influence on the evaluation criteria that will favor their specific product differentiators. During this phase, the rep is documenting how their solution is solving the agreed upon business pain, any changes in scope or cost that will ultimately be reviewed with the Economic Buyer to secure a cost justification prior to negotiations with purchasing and legal.
I'm so glad I bumped into this video - it makes so much sense now about what I'm experiencing. Especially on the recruitment part
I've been through so many interviews in my life and its always about whether I'm good enough or not. But after listening to John, I realized that there are 2 types of managers:
1. One that only does the recruitment part and expects you to make them look good with performance, minimal coaching
2. The other that follows the 3-steps of Recruit > Train & Develop > Lead & Promote, so that he can be promoted and build a successor.
One of the best videos on Enterprise Sales! Thanks Logan! And John is truly the GOAT of Enterprise sales!
Extraordinary Talk! Thanks, Logan.
Awesome interview, thank you 🙏🏼👍🏼✊🏻
21:00 why, why us, why now? The most important questions to a company
22:00 we have differentiators, meaning we can solve their pain uniquely better than anyone else on earth
Great episode. The goat.
Need a part 2
He offered it up. I think we'll do it!
Great interview.
Thank you!
Legend
100p
How did you go about learning how to build "the story" and who did you follow/work with?
What is a pov John is mentioning?
point of view
It’s referred to as Proof of Value. Enterprise companies used to and still refer to it as POC which stands for proof of concept. But John argues that as a sales rep, youre not there to prove to the customer that the software works..your validation process is to demonstrate business value by solving a high impact business problem that you have identified during the discover phase which the Champion and Economic buyer will want to solve with a sense of urgency with your proposed solution.
So a POV is part validation process in which the rep and the Champion have defined a set of criteria in which the software will evaluated against. The Scoping phase is where the criteria is defined. Ideally, the rep will have significant influence on the evaluation criteria that will favor their specific product differentiators. During this phase, the rep is documenting how their solution is solving the agreed upon business pain, any changes in scope or cost that will ultimately be reviewed with the Economic Buyer to secure a cost justification prior to negotiations with purchasing and legal.
23:30
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