Great Pitching

By Mark Jewell | December 22, 2017
If you’ve attended one of my sales trainings or are a frequent reader of my blogs, you’ve likely heard me talk about ... Read More >

Save Yourself Time and Ditch the Big Proposal

By Mark Jewell | December 19, 2017
How often do weighty “free audits,” detailed technical studies, or long-winded proposals drive customers to embrace ... Read More >

Cap Ex Reserves

By Mark Jewell | December 15, 2017
Yesterday, we talked about the types of Profit & Loss benefits you might choose to discuss with your prospects. Today, ... Read More >

P&L Benefits

By Mark Jewell | December 14, 2017
Energy efficiency can affect many line items on a business’ Income Statement (also known as the “Profit and Loss ... Read More >

Ask Prospects the Right Questions, Then Listen Carefully to the Answers

By Mark Jewell | December 07, 2017
“Most people think ‘selling’ is the same as ‘talking’. But the most effective salespeople know that listening is the ... Read More >

Invest Your Time

By Mark Jewell | December 01, 2017
Last week we discussed “The 3-Step Process of Informed Selling”. Today’s blog we will focus on step two of the process ... Read More >

Get into Your Prospect’s Shoes

By Mark Jewell | November 29, 2017
It may sound simple, but one of the best strategies for determining the ideal sales approach for a given prospect is to ... Read More >

Three-Step Process of Informed Selling

By Mark Jewell | November 24, 2017
Special Announcement:  Selling Energy is pleased to offer you a special “Black Friday/Cyber Monday” offer. Selling ... Read More >

The Secret to Selling Efficiency: Don’t Talk Tech

By Mark Jewell | November 22, 2017
The following is a story I tell frequently in the context of our efficiency-focused professional sales trainings. If ... Read More >

Use the Power of 12

By Mark Jewell | November 16, 2017
How do you gain access to the influencers and decision-makers when approaching a new organization with an efficiency ... Read More >