Wednesday, January 19, 2011

Degrees of Proof

I often comment that “the best demo is…  no demo!”  Given that a demo is one of a range of forms of proof, and given that (most typically) we want to use the least expensive approach to close a sale, what form(s) of proof do you find you need in your sales cycles?  

For example:  None (good luck with this!), Reference Call or Visit, Demo, POC, POV, Evaluation, Pilot…  And what level of resources is typically required for each of these?  (And I’ve tried to list these from the least expensive to the most resource-intensive).

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