Selling Post-COVID

By Mark Jewell | June 22, 2021
The economic effects of COVID are widespread and ongoing, so it might seem intimidating to move forward in an uncertain ... Read More >

How to Handle a Common Objection During the COVID-19 Pandemic

By Mark Jewell | May 04, 2021
One of the things we've undertaken this past year is teaching how to sell through a recession and how to deal with ... Read More >

8 Common Sales Misconceptions

By Mark Jewell | January 29, 2021
Working in sales can be rewarding, if you understand what a career in sales is all about. To help remove some of the ... Read More >

How to Address the 'We Don’t Have the Money' Objection

By Mark Jewell | May 15, 2020
Virtually everyone in the business world today is dealing with economic uncertainty.  You’ll likely hear a common ... Read More >

What a Good Sales Manager Should Do

By Mark Jewell | March 18, 2020
Sales managers should always be asking their people for stories so their Success Story Archive™ becomes a living ... Read More >

How to Overcome Objections – Part Three

By Mark Jewell | March 10, 2020
Part 3 of our “Overcoming Objections” series addresses a very common objection in a non-residential landlord/tenant ... Read More >

How to Overcome Objections – Part Two

By Mark Jewell | March 06, 2020
Part 2 of the “How to Overcome Objections” series covers the classic issue of the reluctant prospect who insists that ... Read More >

How to Overcome Objections – Part One

By Mark Jewell | March 05, 2020
There are a handful of common objections that we energy sales professionals tend to hear time and time again. Over the ... Read More >

The Older Building Excuse

By Mark Jewell | January 03, 2019
Every now and then you’ll hear the objection that it’s too hard to make older buildings energy efficient.  I think ... Read More >

Do Free Lighting Audits Make Sense?

By Mark Jewell | September 11, 2018
I am not a big fan of the free lighting audit.  My feeling is if free lighting audits worked we wouldn't be in this ... Read More >