In episode #5 of the School of Presets podcast, we discuss the challenges and importance of Proof of Concept (POC) in the sales process. While some may try to avoid POCs due to time and effort investment, they are often necessary, especially in the startup world. We cover common issues in POC execution, such as endless POCs, low conversion rates, and successful POCs that don't lead to deal closing. To address that, we advocate for a thorough scoping process that aligns business problems with the solution offered. We can't stress enough the significance of focusing on business use cases rather than just showcasing features. The episode outlines a scoping session strategy, including key aspects like timing, personas, and use case discussions with the customer. And we dive into tooling; like Google Forms to simplify the documentation process and ensure easy collaboration. The goal is to create a shared document that evolves during the POC, capturing progress, feedback, and success stories. And of course the School of Presales offers to assist listeners in refining their scoping and POC processes for a more predictable and successful sales outcome in the new year. If you like to learn more about this topic join our community https://school-of-presales.mn.co (subscription only, 14 days trial period) or read along the blog on the website https://schoolofpresales.com. This podcast complements the offering. Here I will share my thoughts, tips, stories and more about my journey in Presales and what I learned from it.