When dealing with large enterprises, its my opinion that a salesperson should never offer up a free trial. If the marketing department wants to deal with that and then pass off a qualified lead to you – great but the blanket free trial has no merit in sales – unless of course you are salesperson that doesn’t want to make money.
Now, this is not to say that you shouldn’t let large companies get their feet wet, but the idea is to get the commit upfront otherwise you will see the trial going much longer than you would like it to go.
