update: 2 b2b pilots out of ~25 cold calls (i will not promote)

thanks to everyone who told me to ask "what does success look like" in demos last time, that actually helped a lot. i've now done about 25 cold calls. never done sales before, i'm more of a marketing guy. got 3 demos out of it. two turned into pilots and i made them accounts, and one passed because the product just didn't solve their problem well enough. the price thing surprised me. i showed prices in every demo and nobody got scared. i was way more nervous about it than they were. now my problem is that only one of them has logged in so far, and i have follow-up meetings planned. so how do you get a free pilot customer to actually use the thing? also every demo comes with a different feature request, all going in different directions, and i'm trying not to build for one person. how do you decide what's worth building this early?