“The first principle for a successful pilot is to keep it small and short— as small as possible and as short as possible to prove success with your customer. By narrowing the number and types of documents in the pilot programs, it enables the pilot to be kept small. This also keeps the pilots short—30–90 […]
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“Think about a new show on TV – the television network won’t know how the audience will respond until the show is viewed. They surely have a hypothesis, and for their target viewer, they have certain expectations and metrics they use to determine if the pilot is successful. This is the same reason you need […]
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In this episode of the Startup Selling Podcast, I interviewed Refract Co-Founder, Richard Smith. Richard has over ten years of sales experience working for and building high activity and scalable outbound software sales teams. He has been a regular contributor to leading sales content sites such as Hubspot and SalesHacker and was nominated as […]
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“Running the pilot program allows the customers to see their problems being solved, thereby earning their trust in your product and company. It also involves the customers in the process itself. It enables your customers to see how your company operates, how you respond to their needs, and how you react when something doesn’t work […]
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“Even if your sales prospects love your product and your approach to solving their problems, they just don’t trust you. It’s not that they don’t want to trust you; it’s that they can’t trust you. Remember, in many cases, we are selling to companies that are much larger than us, and we’re dealing with executives […]
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