Pilot Programs Shorten Your Sales Cycle
“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 those “interesting conversations” during the past few months, but those prospects are still prospects, not paying customers, and that’s a huge problem on your burn rate.
By moving forward with paid pilots, you’ll shorten the long sales cycles from a year or longer to months and weeks, because the investment required to launch a pilot is much smaller than a full rollout. That keeps the decision “local” to the immediate business unit executives with whom you’re working.”
[Excerpt from my new book – “Stop Hustling, Start Scaling.”]
Download the ENTIRE Book here: http://bit.ly/2ISZxNA
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