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When Do Prospects Get Your Product?

Joe Caprio Oct 22, 2020 9:33:53 AM
When Do Prospects Get Your Product?

Most organizations fall into one of three categories for letting prospects try their product:

 

  1. Prospects create an account right on your website. 
  2. Your website converts visitors to a sales meeting, sales vets the deal, and then provisions a trial.
  3. You reserve use of your product for after a deal is signed. You miiiiight allow a “proof of concept” right before they sign, but that might even just be a paid pilot. 

That’s a wide spectrum.