Take the Safe Road

By Mark Jewell | May 26, 2016
  Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your ... Read More >

Checking Before Sending

By Mark Jewell | May 25, 2016
  When you deliver a written piece to a prospect or client (whether it’s an email, letter, proposal, invoice, etc.), ... Read More >

Discussing CapEx Reserves Effectively

By Mark Jewell | May 03, 2016
  On Friday, we talked about the types of Profit & Loss benefits you might choose to discuss with your prospects. ... Read More >

Focus on the Why

By Mark Jewell | April 26, 2016
    If you’ve attended one of my sales trainings or are a regular reader of my blogs, you’ve likely heard me talk about ... Read More >

Savings to Include in Your Financial Summary

By Mark Jewell | April 20, 2016
  Yesterday, we discussed the costs that should be included in your financial summary. Today, we’ll dive into the ... Read More >

Costs to Include in Your Financial Summary

By Mark Jewell | April 19, 2016
  As I’m sure most of you know from reading this blog, compelling (and accurate) financial analysis is a key component ... Read More >

Be Careful Not to Hyperbolize

By Mark Jewell | April 15, 2016
  When you’re giving an elevator pitch or talking to a prospect, it can be tempting to throw in a statistic about your ... Read More >

The Balanced Elevator Pitch

By Mark Jewell | April 14, 2016
  As I’m sure most of you know from reading this blog, truly great sales professionals maintain a quiver of ... Read More >

Writing to Influence

By Mark Jewell | April 13, 2016
  “It ain’t whatcha write, it’s the way atcha write it.” – Jack Kerouac   What if I told you that the key to reaching ... Read More >

Ditch Your Big Proposal

By Mark Jewell | December 09, 2015
How often do weighty “free audits,” detailed technical studies, or long-winded proposals drive customers to embrace ... Read More >
COMMENTS