Podcast episode
How to Turn Every Sales Pilot Into a Closed Deal | Shaun Crimmins
30 Minutes to President's Club10 Sept 202636 min
Description
Shaun Crimmins breaks down how to run pilots and POCs that prove measurable value and actually convert into paid contracts. Learn how to define success upfront, build the right champions, and engineer value throughout the entire pilot. 📈 Pick metrics you can move: Start with measurable upstream metrics you can impact during the pilot, then connect them to larger business outcomes. 🤝 Build two champions: Win over both the business champion responsible for the outcome and the technical champion living in the workflow every day. 🎯 Agree on the conversion upfront: Define success criteria before the pilot starts and establish that hitting those outcomes should lead to a paid agreement. You're one step closer to President's Club! 📝 Build vs Buy w/ Jen Allen-Knuth 🏋 30MPC Training 🛠 Weekly Tactical Breakdowns 📚 Things you can steal and use today
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That is how many tickets are being resolved in any given day. It's the volume of tickets, the amount of time it takes to actually triage something. Ticket resolution time is a big anchor for us. Great. Mark, how about yourself? Yeah, I think at Outreach, since we have a GTM oriented audience, that would be the most appropriate thing to share. “We would look at how many people are you actually touching in a day per rep?” That's a big leading metric that we could control. We might go after some- Shaun Crimmins, Intedat, Apollo, ZoomInfo, Cognism, Lusha, Hunter, UpLead, Clearbit, RocketReach, Seamless.ai, Smartlead, Woodpecker, Reply.io, Mailshake, Artisan AI, 11x, AiSDR
Ticket resolution time is a big anchor for us. Great. Mark, how about yourself? Yeah, I think at Outreach, since we have a GTM oriented audience, that would be the most appropriate thing to share. We would look at how many people are you actually touching in a day per rep? “That's a big leading metric that we could control.” We might go after some- Shaun Crimmins, Intedat, Apollo, ZoomInfo, Cognism, Lusha, Hunter, UpLead, Clearbit, RocketReach, Seamless.ai, Smartlead, Woodpecker, Reply.io, Mailshake, Artisan AI, 11x, AiSDR
again, you've probably had the discovery. and Smo.com. We've gotten to this point. The technical champion is the next step. You need to know exactly who that person is, how they're doing their work today, what metrics they care about as well, and how you can show tangible value to them in a short period of “time because you can improve their life and you can also demonstrate differentiators that” your product brings. They're not going to walk into that room and someone's going to ask them the question of, do we need this? And they're going to walk out and say, no, we can build this ourselves because they understand the impact it's going to have on their day-to-day or at least the thought that's gone into exactly what the experience is that you're delivering them in this pilot. Again, that ties back to the value map because if you can also deliver value to a technical
Yeah. Or their team. It could be. Depending on the structure and size of the org, oftentimes we see with the enterprise organizations that that person is still heavily involved in the day to day, in the weeds. So we can make their life a lot easier. And the other thing that's a part of this is the politics behind it. Yeah. “What do they have to gain?” What do they have to lose by you coming into the organization? Always something to consider. Making sure you've identified those champions is key. Can we talk about how to win over the technical person, the engineer? Because I feel like that's probably, that's where my head is going, which is like, okay, sure.
Yeah. Or their team. It could be. Depending on the structure and size of the org, oftentimes we see with the enterprise organizations that that person is still heavily involved in the day to day, in the weeds. So we can make their life a lot easier. And the other thing that's a part of this is the politics behind it. Yeah. What do they have to gain? “What do they have to lose by you coming into the organization?” Always something to consider. Making sure you've identified those champions is key. Can we talk about how to win over the technical person, the engineer? Because I feel like that's probably, that's where my head is going, which is like, okay, sure.
They're doing some of the building, they're responsible for orchestration. For us sometimes that is engineers, IT engineers specifically. One thing I will say is that, my CEO says this all the time, engineers respect other engineers. Why? Because they're doing the work. This is one of the hidden values of the forward deployed engineer emotion. “Because if you're talking to another engineer who understands your environment, because” I've armed them with, hey, here's what we're trying to accomplish. Here's what matters to them. Great. They go in and uncover what that engineer is doing on a day-to-day. What's their world like? What are the challenges they encounter? And then actually building things, in this case, to make their lives easier.
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