Jen Abel: recommendation

Transcript context

…So this isn't yet the pilot, this is just prepping for the actual pilot. Correct. So there's two different pilots you can run. A pilot that does not require their data to be in the product to get the value or a pilot that you want to charge for because they need to see some level of integration on their end for the whole product to actually work, right? I understand that those are two very technical things. Let's talk about something that they can get in two to three days and it's pretty much of a light lift. Time box it to two or three days. Don't make it two weeks, okay? I've done this enough times to say people will go in usually for half a day and get what they need out of it, okay? Shorten your sales cycle by two weeks by doing 48 or 72 hours. Now if you need something a bit more integrated and it's a far more technical solution, what I'd highly recommend is do it for a month or two months, charge them for it and then use that fee that you charge them for and credit it back to them if they move forward, okay? If they're willing to pay, that is a huge, huge signal, especially if you're about to put in all this work. They have no problem paying for it. It's usually probably going to come out as services anyway because they're not buying technology, they're buying the services to go through it. And also make it a credit on the backend. Start the relationship up shift. Start the relationship off on a good foot. I'm definitely feeling the feeling I feel when we chat is like, "I just want to find something to sell." This is really-…

Stored transcript either side of the excerpt. The highlighted words are the published quote; the surrounding text is unedited source, never generated.