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).

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).

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).

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).

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.

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).