Category Archives for "Sales Tip of the Day"

Pilot Programs Build Trust

By Scott Sambucci | January 22, 2020

“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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Pilot Programs Reduce Risk

By Scott Sambucci | January 21, 2020

“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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Pilot Programs Shorten Your Sales Cycle

By Scott Sambucci | January 20, 2020

“You have probably noticed in some of your early selling that the sales cycles for selling to large companies can take a long time—3, 6, or 12 months (or even longer)!  There might be some prospects in your sales pipeline now that you first met more than a year ago. Perhaps you’ve had plenty of […]

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Pilot Programs Enable You to Vet Your Opportunities

By Scott Sambucci | January 17, 2020

“If you’ve been selling your product for any amount of time, you’ve gotten to a point where you’re juggling multiple potential prospects. Congratulations—you’ve built a sales pipeline! Regardless of whether you have three or thirty opportunities in your pipeline, you need to identify which prospective customers are the most interested in buying and using your […]

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Six Reasons for Selling Pilot Programs

By Scott Sambucci | January 15, 2020

By first implementing our product on a small scale in an actual working environment, the customers can see how it will work for them and reduce the risk of committing to a full-scale implementation. There are many advantages to pilot programs, especially as a startup. Here are six reasons to run pilot programs as part […]

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