If you are looking for a method to quickly improve your b2b sales success, then think about how you can implement a small pilot program for your prospect.
Some b2b sales people make it a focal point to place a pilot program into a prospect account or in some cases an existing customer who could be looking at a totally new process you are offering.
The reasoning for the use of pilots is it lowers the fear of buying, shows an actual ROI on the project, and allows the buyer to see your implementation practice in account. Thus, no surprises or chaos causing more issues or confrontation across functional groups.
Here are four methods you can use to trigger the use of a pilot program within your prospect