How to Sell into the Enterprise and Close Bigger Deals with CXO Talk

[@bobbyd3701]

Jason, this is a brilliant podcast. I feel like I should pay for it 😂

[@chrisharper8269]

This was absolutely phenomenal. As a founder of a Venture backed SaaS company. No one puts out better content than Jason! Thanks a lot!!

[@techsales-higherlevels]

Great perspective! On the note of paid pilots - what objections have you gotten when proposing a paid pilot? How have you handled an enterprise prospect that doesn't want to pay 5-10k/month to test?

[@Jasonlk]

Then it's not real. A "free" pilot isn't a real pilot. Every larger enterprise can afford $20k to see if a project will work.

[@techsales-higherlevels]

@@Jasonlk Totally with you! Have you had scenarios where they are unwilling to pay and you overcame the objection? Or do you simply hold firm on price and if they don't take it or try to negotiate, you just qualify out? Thanks!

[@FRL2000]

@@Jasonlk There's generally unlimited demand for free, and it devalues your product. Of course, evena. $100k pilot may not create real engagement from a large enterprise buyer, but the fact someone has to sign off on a pilot payment gives you a chance at real commitment through pilot process.

[@avt3401]

@@Jasonlk hey Jason, sorry but need to mention this. I've been following your channel for a couple of years now, and your noise cancelling headset are very hard to listen to for prolonged periods of time, it literally hurts the ears overtime. May I suggest you disable noise cancelling or even betteer get a studio quality microphone like that of your interviewer (night & day difference)?

[@BYZNIZ]

actionable for certain