Made a big decision to launch on X.
MONDAY UNFILTERED
l plan to speak completely unfiltered. Behind the scenes.
Give me a follow here?
@BrianLaManna_
📚 – Your new secret to building pipeline? Socks. [1 min]
CONTENT OF THE WEEK
📝 – 2 Favorite Discovery Questions, from a Club winner [1 min]
💸 – Outreach’s Hiring Competitive Advantage, from 0M to $10M [1 min]
4 Keys, to a 90% + Win Rate on Pilots
I’ve now ran over 100 pilots (trials) at Gong.
With a win rate of over 90%.
4 biggest lessons.
Executive Alignment
Never begin a pilot without executive alignment. Ideally, the economic buyer has already been engaged through demos / the evaluation.
If not, this is a great opportunity to get them looped in as a ‘give / get’ before starting.
“Before approving a pilot, we require exec alignment. I’ve learned it’s much easier to ask for 20 minutes upfront and all be aligned, than 50K at the end. How can we loop ___ in?”
Success Criteria
Before beginning a pilot, align on success criteria with the team + economic buyer. Always come ready with criteria proposed to help guide them as to what they should be looking to prove. Keep them simple. Under promise, over deliver.
I also use the time to uncover additional risk.
“Say we nail all the success criteria, you love the pilot, but the team decides not to sign on (date). What are the most likely 2 reasons why?”
Include this success criteria as a tab in your MSP doc.
Mutual Success Plan
Create a mutual success plan that outlines the success criteria, sessions, pilot resources, etc. and share it with your POC to encourage editing.
I have 3 lines that include – security, legal, and signer.
Free template for my Mutual Success Plan.
Schedule all sessions upfront
If your pilot / trial process includes trainings, insights, check-ins, get them scheduled in bulk.
Never have to worry about grabbing a next meeting then.
Get all of those scheduled before you go live.
