How Top Reps Turn a Proof of Concept into a Done Deal

In episode 159 of Sales Leadership with Fexingo, Lucas and Luna dig into a moment every rep knows: the proof of concept. Not the shiny pilot that wins praise, but the one that stalls, goes quiet, and dies. They walk through a specific playbook for keeping a POC alive: setting success criteria before the first login, building a joint scorecard with the champion, scheduling weekly check-ins that feel like progress reviews, and having an honest conversation about what 'done' looks like. They also unpack a real-world example — a mid-market software deal where the POC went dark for two weeks, and how a rep turned it around by reframing the pilot as a shared project instead of a vendor demo. If you've ever watched a pilot sit in limbo, this episode gives you a concrete framework to get it moving again, including a few tactical questions to ask at kickoff and a simple way to get buy-in from the economic buyer before the pilot ends. #ProofOfConcept #SalesProcess #SalesLeadership #B2BSales #SalesStrategy #DealClosure #SalesTips #SalesManager #RevenueTeam #PilotProgram #SalesBestPractices #ChampionBuilding #SalesExecution #BusinessPodcast #SalesPodcast #FexingoBusiness #SalesTraining #B2BRevenue Keep every episode free: buymeacoffee.com/fexingo