Sep 22, 2026 · 37 min · 10 segments
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…
Steve DavisGuest
James KaikisHost
Well, it's nothing like lived experience that helps, you know, inform that decision to be able.
Let's let's talk about this topic that we've talked about over the years that we're both very passionate about.
I've got my own point of view here, but I'm curious on what you believe is driving this and why it's accelerating as fast as it is.
So number one, every buyer has been burned by a bad salesperson or bad software.
And now in this day and age, there's enough automation tools where a POC, instead of taking six to 12 months.
So when you put the two together, every company is now even like enterprise sales, they're not buying your product.
Well, it's nothing like lived experience that helps, you know, inform that decision to be able.
Let's let's talk about this topic that we've talked about over the years that we're both very passionate about.
I've got my own point of view here, but I'm curious on what you believe is driving this and why it's accelerating as fast as it is.
So number one, every buyer has been burned by a bad salesperson or bad software.
And now in this day and age, there's enough automation tools where a POC, instead of taking six to 12 months.
So when you put the two together, every company is now even like enterprise sales, they're not buying your product.
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