The pilot went well. It has been a pilot for eleven months.

A trial that never fails and never converts is not a stage in the sale: it is the shape a decision takes when nobody has to make it.

By Steve 5 min read
Abstract bridge artwork for The pilot went well. It has been a pilot for eleven months.

The pilot is going fine. The users like it. The weekly call still happens. Nobody has asked for anything to be fixed in months. And nobody has signed anything either. Ask the account owner where it stands and the answer is some version of “they’re happy, we’re just waiting on budget.” This is one of the most expensive patterns in business-to-business selling, and it is expensive precisely because it does not look like a loss. A lost deal releases capacity, updates the forecast and teaches the team something. A pilot…

Keep reading for free

Create an account to read the rest.

The whole library is free. No card, no subscription, no trial that quietly ends. An account simply lets us know who we are writing for, and opens every article from here on.

  • Every article, in full, at no cost
  • New articles published every weekday
  • Takes about twenty seconds
Create a free account I already have one

Free means free. We will not charge you for the library, and you can read as much of it as you like.

Important: General information only. Rialto Bridge articles describe patterns and considerations that may apply to a business; they are not financial, legal, tax or accounting advice, and they take no account of your particular circumstances. Consider your own situation and seek advice from a qualified professional before acting.

More on Growth strategy

Scroll to Top