SolutionExec Live
SolutionExec Live. Episode 13 - The Burden of Proof
36:39
For two decades, “avoid a POC” was standard sales advice. That advice is now backwards. Buyers have been burned too many times to take your word for it, and the teams winning are the ones running proof as a weapon.
In this episode, James Kaikis sits down with Steve Davis, CEO of Provarity, on why the burden of proof is rising and what it means for the future of the Solutions role.
In this…