By Étienne Garbugli | September 12, 2012
Write sales pitches and objections before you cold call; it will make for much smoother calls.
By Étienne Garbugli | September 8, 2012
You only cold call to qualify customers and get a meeting (Ali Taieb).
By Étienne Garbugli | August 29, 2012
The person you want to sell to is the person with the pain (the problem you’re solving) and/or the budget (Ken Morse).
By Étienne Garbugli | August 16, 2012
Selling is a trial and error process (André Gilbert).
By Étienne Garbugli |
Don’t hire a sales guy unless he has experience selling to your jury (target market stakeholders) and has a longer rolodex than yours (Ken Morse).
By Étienne Garbugli | August 9, 2012
Don’t underestimate the power of foot-in-the-door (Robert Cialdini). Even a very small foot-in-the-door can yield high results.