The Building is the Business

By Mark Jewell | February 07, 2018
What’s one of the first questions you need to ask yourself before attempting to sell an expense-reducing capital ... Read More >

Time is Money

By Mark Jewell | February 06, 2018
One of the biggest roadblocks in getting efficiency projects approved is time. Busy people place a high value on their ... Read More >

Help Your Prospects Set Themselves Apart

By Mark Jewell | February 01, 2018
When it comes to sales, a lot of our time is spent learning about a prospect’s needs.  Sometimes, one needs to “connect ... Read More >

The Green Agenda

By Mark Jewell | January 31, 2018
It’s no secret that many salespeople are drawn to the energy efficiency and renewable energy industries because they ... Read More >

Getting into Your Prospect’s Head

By Mark Jewell | January 26, 2018
Suppose you get an unexpected call from a prospect who says he’s interested in replacing his building’s HVAC system ... Read More >

Email Prospecting

By Mark Jewell | January 25, 2018
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 >

Demonstrate Your Expertise

By Mark Jewell | January 23, 2018
On Saturday I shared an article on seven actions designed to help you get more referrals and introductions. Ideally, ... Read More >

Beneath the Surface Benefits

By Mark Jewell | January 19, 2018
For most businesses, you might think that the primary driver for energy efficiency projects is saving money on the ... Read More >

Let Others Work for You

By Mark Jewell | January 12, 2018
There are not enough hours in the day to find every potential customer the old-fashioned way. Taking the time to locate ... Read More >

Three-Sentence Prospecting

By Mark Jewell | January 11, 2018
Assuming you have a strong understanding of who your key customers are and which customer profiles you’re most ... Read More >