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 >

Knowing Your Target

By Mark Jewell | September 26, 2017
  One of the keys to successful networking is knowing exactly who you want to target ahead of time. You have to ... 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 >

Getting to Know Your Prospects

By Mark Jewell | June 21, 2017
  What methods do you use to get to know your prospects before you meet with them? I'm here to tell you that you really ... Read More >

5 Ways to Manage Stress

By Mark Jewell | June 03, 2017
  As efficiency sales professionals, we deal with stress on a regular basis. Sometimes the stress comes from setbacks ... Read More >

Sales Research, Part Two

By Mark Jewell | June 02, 2017
  Yesterday, I wrote about some online research techniques. If you want to get even more specific with your research, ... Read More >

Sales Research, Part One

By Mark Jewell | June 01, 2017
  Before you meet with a new prospect, the one thing you absolutely must do is background research. I’ve written ... Read More >

Ways to Position Yourself as an Expert

By Mark Jewell | April 19, 2017
To sell energy efficiency effectively, you need to become an expert in your prospect’s industry. This means doing some ... Read More >

Don’t Limit the Conversation to Utility-Cost Financial Savings

By Mark Jewell | March 29, 2017
Suppose you are targeting a large building that you know has plans to do an efficiency upgrade. Chances are a lot of ... Read More >

Take the Time to Understand Your Prospect’s Segment

By Mark Jewell | March 03, 2017
  The next time you’re preparing to sell to a prospect, ask yourself, “Do I know the ins and outs of this prospect’s ... Read More >