Étienne Garbugli

Entrepreneur & Lean B2B Author

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).

Continue Reading

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).

Continue Reading

Stay top-of-mind

By Étienne Garbugli |

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

Continue Reading

Value-based pricing or nothing

By Étienne Garbugli |

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

Continue Reading

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.

Continue Reading

Always celebrate other peoples successes

By Étienne Garbugli |

Always celebrate other peoples successes. Other peoples’ successes are a good thing, don’t be bitter or jealous.

Continue Reading