Étienne Garbugli

Entrepreneur & Lean B2B Author

7 Reasons Why I Stopped Being a Fan

By Étienne Garbugli | November 26, 2012

I’ve never been much of a fan. Over the years, I met a few movie stars, musicians, comedians, athletes and, more than my share of successful entrepreneurs. I don’t think I’ve ever been star-struck but, I’ve been intellectually intimidated more than a few times. As a non-famous person, it’s hard to bridge the gap between what […]

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Don’t ask for Letters of Intent

By Étienne Garbugli | November 11, 2012

Letters of intent can’t be taken to the bank. Don’t ask for them; they’re not worth much and they make the customer feel good about getting things (the sale) over with (Ken Morse).

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Understand the typical sales process

By Étienne Garbugli |

To identify stakeholders ask:  “For our own information, what are the usual steps between now and signing a contract with your company?” (Dan Robichaud).

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Stay top-of-mind

By Étienne Garbugli |

Setup a meeting within 2 weeks of meeting (someone new) for top of mind awareness (Ali Taieb).

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Value-based pricing or nothing

By Étienne Garbugli |

You always want value-based-pricing. Nothing else (Bill Aulet).

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Test your value proposition thoroughly

By Étienne Garbugli |

You don’t know what your keywords or selling arguments are before testing. Test (with people) your business like you test your product.

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