In B2B sales something that can happen with extension of free trials is that companies doing window shopping, doing competitive analysis, or who aren’t motivate

In B2B sales something that can happen with extension of free trials is that companies doing window shopping, doing competitive analysis, or who aren’t motivated to find a solution to an immediate need (don’t fit the ideal customer profile) and essentially don’t intend to buy will do half-hearted integration and extend trials. It’s a runaround which ends up costing your sales organization valuable time and effort. Usually it’s just a matter of the implementers on the prospect side not prioritizing the effort. A free trial should usually be followed by a proof of value where both parties are committed to implementing the solution in a realistic way with the expectation of a signed contract if the proof of value delivers on the customer requirements. This could be something to be careful of if that applies to you.