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 ... Read More >

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 ... Read More >

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 ... Read More >

Stacking the Deck in Your Favor, Part 1

By Mark Jewell | June 10, 2020
When you’re going to market with a new product or service, what niches and value propositions would allow you to stack ... Read More >

Hitting the C-Suite’s Point

By Mark Jewell | June 09, 2020
When you’re talking to the C-suite you need to be aware of who they are and the reasons they get up in the morning.  ... Read More >

4 Principles of a Good One-Page Proposal

By Mark Jewell | April 14, 2020
I've had a lot of conversations with people regarding what makes our one-page proposal successful. "What about my ... Read More >

Identify Your Prospect’s Purchasing Motive

By Mark Jewell | March 26, 2020
There are countless reasons someone might be interested in energy efficiency products or services. If you can find out ... Read More >

Redirect Objections

By Mark Jewell | March 12, 2020
When you’re selling an energy product or service, it’s pretty much a given that your prospect will raise some concern ... Read More >

How to Overcome the Lower Price Objection

By Mark Jewell | March 11, 2020
There are certain people who will not do business with you unless you lower your price.  They’ll feel as if they’re ... 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 >