EP Huddle #27
Enterprise sales involves a lot of moving pieces and typically high value price tags. Selling large deals require a good deal of creativity, confidence and ability to navigate complex environments.
One of the best ways to launch a large sale is to partner with a new customer and perform a short term pilot to showcase how you can help satisfy their needs. If you offer a pilot program to try and increase your potential customer base, you're probably aware how important these offers are, yet you also probably know how challenging they can be to run effectively.
Here are a few suggestions if you offer a pilot to help customers try your services.
As a team:
What baseline products or services can you offer in a pilot program without getting too involved in customization? How do you need to structure your pricing to ensure you're not losing money, or losing possible customers?
Talk with your team about who's responsible for which pieces of the pilot. How will IT integrate with the customer? What role does sales have? Service? Does your founder/CEO/management get involved? If so, at what point? Does your management team need to sign-off on pilots? If the answer is yes, then what information does the person crafting the pilot need to know and present before a pilot can be initiated?
Make a list of the responsibilities your customer will have to ensure this pilot is successful. If you've completed pilots successfully in the past, look back at those customers and find out what they had in common and come up with a list of requirements for future customers. Make sure you know what you need to get them to commit to in order for this to be successful.
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