The Audible-Ready Sales Podcast Selling a Pilot Project
May 16, 2023
In this discussion, Brian Walsh, a sales and revenue expert specializing in B2B strategies, dives into the intricacies of pilot projects. He explains why they emerge and when it's beneficial to pursue them. Brian shares vital metrics for assessing success, emphasizing the need to negotiate outcomes early. He also outlines how to effectively manage roles and communication during the pilot phase, ensuring accountability and visibility. With practical tips, he highlights securing buy-in for broader implementation and making strategic evaluations for future scaling.
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Uncover The Real Reason For A Pilot
- Pilot requests often come from broader pressures like the economy, politics, or competing projects and not just budget concerns.
- Always dig into the real "why" before assuming the motive for a pilot request.
Expand The Conversation Before Saying Yes
- Before agreeing, expand the conversation and trade value rather than reflexively conceding to a pilot request.
- Use the pilot ask to set negotiation terms so you don't give things away for free.
Use Who, Why, How, When To Assess Pilots
- Evaluate pilots by four questions: who, why, how, and when before deciding to proceed.
- Reject pilots driven by the wrong answers to those four questions.