Assemble a Story Archive

By Mark Jewell | August 04, 2021
It is my studied observation, having been in the business for over 25 years, that the most effective sales ... Read More >

Keeping Grandma Warm

By Mark Jewell | July 30, 2021
Regardless of what we’re selling, we have to make a case for saying yes.  With energy efficiency it’s even trickier, ... Read More >

How to Turn a No Into a Yes

By Mark Jewell | June 24, 2021
What do you do when a prospect tells you that they are not interested in your product or service? Many salespeople ... Read More >

What Motivates a Property Manager?

By Mark Jewell | June 11, 2021
A property manager’s main role is as a tenant concierge.  Their job is multi-faceted but breaks down to the following:  Read More >

How to Ask for Testimonials

By Mark Jewell | June 10, 2021
Our prospect’s workdays remain fast-paced, so asking for a testimonial can come across as adding another item to their ... Read More >

What Motivates Your Prospects?

By Mark Jewell | June 09, 2021
In energy efficiency sales, prospects are motivated by more than just increased energy efficiency and decreased ... Read More >

Focus on Motivation Rather Than Education

By Mark Jewell | June 04, 2021
Do you ever wonder why energy-efficiency reports are so long? Moreover, do you ever wonder if anyone actually reads ... Read More >

“Real Talk” Trumps “Small Talk”

By Mark Jewell | May 28, 2021
Let’s assume you’re meeting a new prospect for your efficiency offerings. What steps should you take to ensure that ... Read More >

4 Tips to Re-Approach Big Dogs

By Mark Jewell | May 27, 2021
When I look at the most successful top producers, they have one thing in common: they aren’t afraid of going after the ... Read More >

Replacing Myth with Math and Motivation

By Mark Jewell | May 26, 2021
Why might your prospect be interested in your solution? The most obvious reason someone would want to invest in an ... Read More >