Pilot Selling: Avoiding the “Nibble” Strategy
Episode 11 – Pilot Selling: Avoiding the “Nibble” Strategy
Often sales professionals sell a pilot or test program to a prospect to get “their foot in the door” while buyers mandate a pilot to ''test out the vendor or the proof-of-concept" while minimizing risk. What sellers may not realize is the pilot may be riskier than waiting or trying harder to get a full deployment or deal. The panel discusses how to avoid pilots or, if necessary, sell better pilot programs that covers their objectives. Pilots can either be the razor’s edge of death to a deal or a great entry door – depends on how you do it.
To learn more about our panelists or to contact them, visit:
Monique de Maio
Founder & CMO, ondemandCMO
President, CEO & Board Member
Founder & CEO, Hunt Big Sales