Day 256: A two-week pilot hits every agreed target

Tip — Day 256

A two-week pilot hits every agreed target. The buyer says, “Great—let’s keep testing.” Before kickoff, agree on what a successful pilot should lead to: “If we achieve [agreed result] by [date], will you be ready to decide whether to buy?” The goal isn’t a guaranteed yes. It’s a decision point, so a successful test doesn’t automatically become another round of testing. 🎯 Try this today: Pick one upcoming pilot and fill in the question in your kickoff notes.