Connecting the Dots to Seal the Deal
By
Mark Jewell | June 10, 2022
In today’s blog, I have a few stories about the power of the connecting the dots, courtesy of some colleagues of mine.
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The Value of an Occupied Seat
By
Mark Jewell | May 04, 2022
If you’re trying to sell energy solutions to educational institutions, you need to expand the discussion to include ...
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Project Barriers
By
Mark Jewell | April 29, 2022
There are countless reasons that a proposed energy project might not be approved. Rather than trying to predict which ...
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Preparing Your Internal Champion
By
Mark Jewell | April 28, 2022
People don't take action unless they're motivated, and people don't get motivated unless they're emotional about ...
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Reluctant Buyer
By
Mark Jewell | March 23, 2022
Many buyers have a tendency to talk themselves out of the sale. Your job as an energy sales professional is to make ...
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Quantify and Monetize
By
Mark Jewell | March 11, 2022
If you read my last two blog posts (see “Pursuing Energy, Part One” and “Pursuing Energy, Part Two”) you know that ...
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Pursuing Energy, Part Two
By
Mark Jewell | March 09, 2022
Today, we’ll continue with more drivers for energy improvements beyond the most obvious “saving energy” or “saving ...
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Pursuing Energy, Part One
By
Mark Jewell | March 08, 2022
Many people invest in energy measures to save energy and/or money. While these are both great reasons in and of ...
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Tried-and-True Sales Strategy to Motivate a Prospect
By
Mark Jewell | February 10, 2022
Motivating a prospect is a specific and tricky business. Recently I shared an example on one of our monthly Mastermind ...
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How to Sell to a Property Manager Effectively, Part Two
By
Mark Jewell | November 17, 2021
What does it mean to get the job done? First, you have to get that property manager fired up with the idea that you’re ...
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