Getting Through the Gatekeeper
By
Mark Jewell | November 06, 2020
A lot of people misunderstand the role of the gatekeeper, such as an executive assistant or receptionist. They assume ...
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Successful Lead Generation Tactic
By
Mark Jewell | November 05, 2020
Years ago we added marketing to our offerings, teaching students about how they can utilize blogs, social media, ...
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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 ...
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Bringing Dead Customers Leads Back to Life
By
Mark Jewell | October 30, 2020
Sometimes a prospect goes silent. If you have already sent your one-page proposal and have a good relationship with ...
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Sometimes a Change of Perspective is All It Takes
By
Mark Jewell | October 29, 2020
When it comes to perspective, you might be able to change a prospect’s outlook by reminding them of what’s important, ...
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The Power of Digits-To-Widgets™
By
Mark Jewell | October 23, 2020
Imagine you're going to sell an energy efficiency upgrade to a homeowner, and you're going to save them some serious ...
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How to Hit the Acupressure Points for Your Prospects
By
Mark Jewell | October 14, 2020
I've often said that every sale is made emotionally and then justified financially. I'm not suggesting “emotional” as ...
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Build Your Competitive Advantage
By
Mark Jewell | October 13, 2020
Knowing your particular niche is essential. In our trainings we often refer to Michael Porter’s arsenal of competitive ...
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How to Make a Memorable Elevator Pitch
By
Mark Jewell | June 12, 2020
Now more than ever we need to make our elevator pitches memorable and compelling. One of my favorite examples is a ...
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Stacking the Deck in Your Favor, Part 2
By
Mark Jewell | June 11, 2020
Today, we’ll continue with two more examples that address the following questions (again, through the lens of an HVAC ...
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