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 >

Any Questions?

By Mark Jewell | March 20, 2018
No presentation is complete without asking, "Are there any questions?"   A lot of people are afraid to ask this for a ... Read More >

Circling Back

By Mark Jewell | February 16, 2018
One of the most important parts of the sales cycle remains overlooked.  It’s imperative that you “circle back” to every ... Read More >

Question Trilogy

By Mark Jewell | November 28, 2017
It’s crucial to learn what your prospect needs from you before he or she is willing to buy. One of the best ways to ... Read More >

Uncover Your Buyer’s Motive

By Mark Jewell | September 12, 2017
  Knowing the buying motives of your prospects is both vital to successful selling and harder than it may seem. So how ... Read More >

Taking Over Existing Projects

By Mark Jewell | August 10, 2017
  You'll frequently have situations where accounts are transitioned to you because a company is rearranging the ... Read More >


By Mark Jewell | August 03, 2017
  Getting feedback from customers can be tricky.  Still, it’s important to engage them with thoughtful questions ... Read More >

Questions That Will Help You Uncover the Real Reasons People Buy

By Mark Jewell | July 12, 2017
  One of the keys to success in sales is knowing what the buyer is thinking. If you can predict what might be going ... Read More >

Do Your Research Before the Meeting

By Mark Jewell | June 22, 2017
  Yesterday, we discussed some strategies for getting to know your prospects before you meet with them. Assuming you ... Read More >

Disadvantages of Simple Payback Period

By Mark Jewell | May 09, 2017
There are many pitfalls of using Simple Payback Period (SPP) as a measure of a project’s merits. Ask yourself these ... Read More >