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).
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).
By Étienne Garbugli | October 29, 2012
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).
By Étienne Garbugli | September 24, 2012
Provide documentation to allow people to convince their peers or bosses (Guy Paré).
By Étienne Garbugli | September 12, 2012
Don’t ever use the words technology, software or platform in your elevator pitch (Ken Morse). People stop listening.
Your sales pitch should demonstrate that what you’re selling is worth more than the price you’re asking for (François Lane).