How do you gain access to the influencers and decision-makers when approaching a new organization with an efficiency ...
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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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If you’re trying to sell energy solutions to educational institutions, you need to expand the discussion to include ...
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There are countless reasons that a proposed energy project might not be approved. Rather than trying to predict which ...
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People don't take action unless they're motivated, and people don't get motivated unless they're emotional about ...
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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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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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Today, we’ll continue with more drivers for energy improvements beyond the most obvious “saving energy” or “saving ...
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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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Motivating a prospect is a specific and tricky business. Recently I shared an example on one of our monthly Mastermind ...
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