The 27 Challenges Managers Face

By Mark Jewell | January 11, 2016
In the process of creating content for my classes, I make it a habit to reach out and interview managers and directors ... Read More >

Bundles

By Mark Jewell | September 29, 2015
When it comes to leveraging up-selling, one great strategy is to use product and service bundles. Think about the last ... Read More >

It Doesn’t Pay to Wait

By Mark Jewell | September 08, 2015
Technology is constantly improving, and when you’re trying to sell efficiency, you’ll inevitably encounter prospects ... Read More >

How to Recruit an Internal Ally

By Mark Jewell | August 14, 2015
When you’re collecting information for a proposal, the person with the power to approve the project is generally not ... Read More >

The Proof Is Not Always in the Pudding

By Mark Jewell | August 13, 2015
One of the best ways to turn a skeptical prospect into a buyer is to give them evidence that your product or service ... Read More >

Behind Every Good Decision

By Mark Jewell | July 27, 2015
When something about your business isn’t working, you set out to change it, right? Naturally. But how do you decide ... Read More >

How to Make Your Prospect an Internal Champion

By Mark Jewell | July 16, 2015
If you recall Seth Godin’s hierarchy of decision-making among non-business-owners in the B2B setting, you know that the ... Read More >

Not so fast…

By Mark Jewell | July 08, 2015
It’s easy to jump to conclusions about why a reluctant buyer is not saying “yes.” As a sales professional, it’s your ... Read More >

Who Pays? Who Benefits?

By Mark Jewell | July 03, 2015
Before you can quantify the value of improved energy efficiency in a leased property, you need to evaluate carefully ... Read More >

The Low-Baller

By Mark Jewell | June 30, 2015
Most people in the efficiency sales world have probably dealt with at least one or two “low-balling” prospects. What do ... Read More >
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