Do Your Research

By Mark Jewell | August 15, 2019
Yesterday, we discussed some strategies for getting to know your prospects before you meet with them. Assuming you take ... Read More >

4 Categories to Explore Before Meeting with Your Prospect

By Mark Jewell | August 14, 2019
What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really ... Read More >

Genuine Rapport

By Mark Jewell | August 13, 2019
I frequently write about rapport-building on this blog because without good rapport, your chances of closing a sale are ... Read More >

The Value of Appraisal

By Mark Jewell | August 01, 2019
When you’re selling an energy efficiency solution in the built environment, you might consider emphasizing the ... Read More >

Is Knowledge Really Power?

By Mark Jewell | July 31, 2019
You’ve no doubt heard the old saying, “Knowledge is power.” “Knowledge” may be “power”; however, in many cases, ... Read More >

How to Craft an Email That Captures a Reader’s Attention

By Mark Jewell | July 30, 2019
Email is one of the most powerful marketing tools we have at our disposal. It’s also one of the most difficult to use ... Read More >

Thinking Outside the Box

By Mark Jewell | December 20, 2018
  There are times in this industry when you find yourself having to think outside the box when it comes to getting the ... Read More >

The Essential Handbook for Prospecting and New Business Development 

By Mark Jewell | October 01, 2018
As a sales professional, you’re encouraged to pursue as many possibilities as you can.  However, if you take this to ... Read More >

Pain or Gain?

By Mark Jewell | June 13, 2018
When you’re conveying the value of your product or service to a prospect, you usually link your solution to either pain ... Read More >

Keeping Grandma Warm

By Mark Jewell | May 02, 2018
Regardless of what we’re selling, we have to make a case for using it.  With energy efficiency it’s even trickier, ... Read More >
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