Links to resources mentioned:
Read the blog post on this:
By Steve Browne
- The 3 Questions
- Sales is a Search
- The only unforgivable sin in sales is wasting time.
(Be aware of any resistance towards updating this daily)
(If you don't, chances you'll fail are exponentially higher)
Google docs can be a great cheap and simple "CRM" to start with.
See the example above, note the equation to calculate the expected revenue.
You can innovate on the Pilot Agreement outline above, yet know why.
Each section is designed specifically to quickly disqualify deals that will never close and to shorten the timeline and certainty for those that will.
Try figuring out what a pilot looks like to you and start selling, you'll learn more this way than trying to pitch an idea where feedback is hard to interpret.
you are asking for a binding or non-binding signature for this document for very specific reasons.