At Emissary, we're firm believers in the value of pilots. Some revenue teams are wary of them, but we believe they build trust by giving clients a feel for what they're investing in.
Pilots allow the customer to see real value immediately, thus shortening the sales cycle and building a relationship based on trust. And if you're honest and transparent during the sales process, you shouldn't have anything to worry about once the pilot runs its course and its time to sign a bigger deal.
We've learned a few key strategies for successfully selling pilots, and we're confident these will help you earn your next deal faster, easier, and with less hassle than going straight to the big sell.