Étienne Garbugli

Entrepreneur & Lean B2B Author

Don’t ask for Letters of Intent

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 Reading

Understand the typical sales process

By 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 Reading

Don’t sell to IT

By 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 Reading

You never sell to just 1 person

By Étienne Garbugli | September 24, 2012 | 0 Comment

Provide documentation to allow people to convince their peers or bosses (Guy Paré).

Continue Reading

Don’t sell technical

By 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 Reading

Demonstrate high-value

By 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).

Continue Reading