Étienne Garbugli

Entrepreneur & Author of Lean B2B

Sales is more science than art

By Étienne Garbugli | September 12, 2012

Write sales pitches and objections before you cold call; it will make for much smoother calls.

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Why you cold call

By Étienne Garbugli | September 8, 2012

You only cold call to qualify customers and get a meeting (Ali Taieb).

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Sell to the people that are hurting

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).

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Selling is more science than art

By Étienne Garbugli | August 16, 2012

Selling is a trial and error process (André Gilbert).    

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Don’t hire the wrong sales people

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).

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Have your foot in the door

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.

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