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.
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The Big Sale Illuminati is a bi-weekly podcast where some of the best in business discuss what’s worked, what’s working, and what’s failed in selling big sales. The panel of experts include Monique de Maio, Mark Kennedy, Tiffany Olson, and Tom Searcy with occasional guest appearances.