Pilots, Trials and POC’s – Place Your Bets!
Sales Pop!
APRIL 14, 2023
And all of a sudden, the prospect intimates that they’d be willing to consider an up-front engagement in which we remove all doubt as a test of our performance. I grew up in selling at Xerox and we routinely utilized trials to prove capability, a practice still quite popular today. Perish the thought. High stakes? Beware, indeed.
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