How to Graciously Decline a Handshake

By Mark Jewell | September 12, 2020
With the spread of Coronavirus (Covid-19), etiquette is rapidly changing in schools, churches and – not surprisingly – ... Read More >

Migrating the Discussion

By Mark Jewell | September 11, 2020
When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern ... Read More >

Discussing Net vs. Contribution Margin Effectively

By Mark Jewell | June 26, 2020
The more you understand “net margin” and “contribution margin,” the more confident you will be discussing these topics ... Read More >

How to Measure Online Sales Training

By Mark Jewell | March 27, 2020
More companies are turning to virtual or e-learning programs amid the coronavirus pandemic. Taking your sales team away ... Read More >

Cap-Ex Reserves

By Mark Jewell | November 19, 2019
Last week, we talked about the types of Profit & Loss benefits you might choose to discuss with your prospects. Today, ... Read More >

Discussing P&L Benefits Effectively

By Mark Jewell | November 15, 2019
Energy efficiency can affect many line items on a company’s Income Statement (also known as the “Profit and Loss ... Read More >

It’s Too Simple

By Mark Jewell | October 17, 2019
Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to ... Read More >

Take the Safe Road

By Mark Jewell | September 13, 2019
Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your ... Read More >

Savings to Include in Your Financial Summary

By Mark Jewell | September 04, 2019
Yesterday, we discussed the costs that should be included in your financial summary. Today, we’ll dive into the savings ... Read More >

Costs to Include in Your Financial Summary

By Mark Jewell | September 03, 2019
As I’m sure most of you know if you read my blog regularly, compelling (and accurate) financial analysis is a key ... Read More >