By Étienne Garbugli | November 11, 2012 | 0 Comment
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 ReadingBy Étienne Garbugli | | 0 Comment
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 ReadingBy Étienne Garbugli | October 29, 2012 | 0 Comment
Selling to engineers is nerd to nerd selling, it doesn’t work. Don’t try to sell to IT, it’s the cycle of death (Ken Morse).
Continue ReadingBy Étienne Garbugli | September 24, 2012 | 0 Comment
Provide documentation to allow people to convince their peers or bosses (Guy Paré).
Continue ReadingBy Étienne Garbugli | September 12, 2012 | 0 Comment
Don’t ever use the words technology, software or platform in your elevator pitch (Ken Morse). People stop listening.
Continue ReadingBy Étienne Garbugli | | 0 Comment
Your sales pitch should demonstrate that what you’re selling is worth more than the price you’re asking for (François Lane).
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