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 >

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 >