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 >

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 >