Ever had a customer ask you to consider a pilot project? Perhaps they don’t want to sign up for the full investment or they want to prove success before they move forward. Should you sell it? How should you handle it? Brian Walsh gives you a few things to consider. He talks about:

Why pilot projects pop up.
When it is beneficial to take on a pilot project.
Ways to increase the likelihood that a pilot project will lead to a permanent solution.
Getting your customer to see the benefits of the metrics.

Here are some additional resources:

Selling “Pilot Projects” | Ascender Video
- https://bit.ly/425YzUw
What the Best Salespeople Do | Podcast
- https://bit.ly/3Vyf1ut

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Selling a Pilot Project

The Audible-Ready Sales Podcast

Define success: metrics for pilots

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