Arm Your Internal Champion

By Mark Jewell | February 04, 2021
Sometimes your internal champion doesn’t have the resources or staff to shepherd your efficiency project. If that’s the ... Read More >

Hypothetical Selling

By Mark Jewell | January 08, 2021
Now is a good time to revisit lost proposals. Why? Because the circumstances might be different in 2021 and your ... Read More >

A Simple Strategy for Getting to the Decision-Maker

By Mark Jewell | January 06, 2021
One of the questions that you probably ask yourself when you're trying to understand what it will take to get an ... Read More >

Breaking Your Addiction to Rebates and Incentives

By Mark Jewell | December 22, 2020
Rebates and incentives have been part of the energy services landscape in America since the late Seventies. Over the ... Read More >

Proof Is Not Always in the Pudding

By Mark Jewell | December 04, 2020
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 >

How to Connect the Dots

By Mark Jewell | December 03, 2020
One of the most important attributes of a true sales professional is the ability to tell the prospect’s story rather ... Read More >

Saving vs. Gaining

By Mark Jewell | December 02, 2020
Whenever I do a keynote or coaching session for a sales team, I always ask to speak with a half-dozen or more “rock ... Read More >

The Magic Words

By Mark Jewell | November 28, 2020
When we think about negotiating, it’s easy to default to thinking that it involves a lot of forethought and ... Read More >

What’s Your Affirmation?

By Mark Jewell | November 26, 2020
Thanksgiving is as good a time as any to ask yourself, “What are my goals?” Things have drastically changed over the ... Read More >

Effective Conversations with the C-Suite

By Mark Jewell | November 04, 2020
When you’re discussing financial benefits with the C-suite, not every conversation should be the same.  A CEO is often ... Read More >