14 Deadly Sins of Ineffective Account Reps

By Mark Jewell | March 31, 2021
“Is what you’re doing now working?” This is one of my first questions I ask struggling salespeople. If it isn’t, then a ... Read More >

How to Prevent Prospects from Getting Hung up on Price

By Mark Jewell | March 30, 2021
As energy sales professionals, we’re often faced with situations in which prospects get hung up on the cost of the ... Read More >

Is Your Prospect Waiting for Energy Compliance?

By Mark Jewell | March 19, 2021
I was asked about prospects who say “no” to efficiency because of a misplaced emphasis on energy compliance.  Their ... Read More >

How to Deal with Difficult Customers: 6 Tips

By Mark Jewell | March 10, 2021
It has happened to all of us: we’ve encountered a prospect who is demanding and difficult throughout the sales process. ... Read More >

New Year, Old Customers

By Mark Jewell | January 01, 2021
Happy New Year, Friends! This week we talked about how to write goals and plan for 2021. As you charge forward into ... Read More >

8 Ways to Build Customer Loyalty During and After COVID-19

By Mark Jewell | December 23, 2020
Cultivating customer loyalty is a vital facet of being a successful sales professional.  We’re talking genuine loyalty, ... Read More >

10 Tips for Salespeople to Instantly Connect with Prospects

By Mark Jewell | December 15, 2020
When you’re in a new sales situation, connecting with prospects (in-person or via teleconference) is crucial. Even if ... Read More >

Bringing Dead Customers Leads Back to Life

By Mark Jewell | October 30, 2020
Sometimes a prospect goes silent.  If you have already sent your one-page proposal and have a good relationship with ... Read More >

3 Tips for an Effective Follow-Up

By Mark Jewell | October 09, 2020
A famous comedian once said, 90% of success is just showing up. Many times in sales, at least 90% of your success is ... Read More >

So, You Made a Mistake: What Next?

By Mark Jewell | October 07, 2020
We’re all human, and from time to time, mistakes are made.  Whether it’s your fault or not, you may find yourself in a ... Read More >