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 >

10 Questions to Ask Your Prospect Early in the Sales Process

By Mark Jewell | May 05, 2017
    Tony Robbins is fond of saying that the quality of your life is directly related to the quality of the questions ... Read More >

How to Be Persistent Without Being a Pest

By Mark Jewell | April 14, 2017
There’s a fine line between being persistent and being a pain in the tuchas. Persistence is a trait to be admired, and ... Read More >

Questions to Ask Yourself Before Approaching a Prospect

By Mark Jewell | April 13, 2017
What questions should you ask yourself about your prospects before you approach them? 1. What drives decision-making?  ... Read More >

No More “20 Questions”

By Mark Jewell | April 07, 2017
Effective questioning is key when it comes to finding out what your prospect’s needs and values are. It equips you with ... Read More >

Who Pays and Who Benefits from the Improvement?

By Mark Jewell | February 22, 2017
  Before you can quantify the value of improved energy efficiency in a leased property, you need to evaluate carefully ... Read More >

Selling to the C-Suite

By Mark Jewell | February 03, 2017
  A lot of people are uncomfortable selling to the C-Suite (Chief Financial Officer, Chief Operating officer, Chief ... Read More >

Four Customer Profiling Questions

By Mark Jewell | January 25, 2017
  Before you reach out to a prospect, do you take the time to research the company to determine their likelihood of ... Read More >

Let Your Subconscious Do the Heavy Lifting

By Mark Jewell | January 24, 2017
  “What underserved markets should I be focusing on?” “How can I double the number of prospects I reach with the ... Read More >

The Symphony of Selling

By Mark Jewell | January 18, 2017
  When planning your strategy for closing the complex sale, one of the first questions you need to ask is, “How many ... Read More >