“At the earliest stage of your company when you’re finding your first 5–10 paying customers, those first customers should come to you via your network, investors, advisors, and the “innovators” at your target customer who find you because they are actively searching for solutions to their business problems. If you can’t find your first 5–10 […]
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The three phases of the sales funnel are listed here. 1. Prospecting Plan of Action: This is where you’re finding qualified leads—the right people at the right companies who have the core problem that your product solves. 2. Pipeline Pull-Through Strategy: In enterprise sales and B2B sales, the sales pipeline is a series of steps […]
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“The scale from “complete sale” backward might look like this. 1. Full implementation 2. Partial or phased implementation 3. Pilot program 4. Proof of concept or beta 5. Monitored free trial If you’re feeling resistance from your prospective customer in selling a full implementation, then you can pare back and offer a partial or phased […]
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“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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