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 >

How Do You Create a Sense of Urgency?

By Mark Jewell | January 27, 2017
  What do you do when your prospect fails to see the value of your product or service? Reframe it in a way that ... Read More >

The “Real Talk” Approach

By Mark Jewell | January 12, 2017
  Let’s assume you’re meeting a new prospect for your efficiency offerings. What steps should you take to ensure that ... Read More >

Energy Efficiency Benefits: Use More than a Single Lens!

By Mark Jewell | November 09, 2016
For most businesses, you might think that the primary driver for energy efficiency projects is saving money on the ... Read More >

Investor Relations Department

By Mark Jewell | June 21, 2016
    Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have ... Read More >

Invest Time to Research

By Mark Jewell | April 06, 2016
  Yesterday’s blog discussed “The Three R’s of Informed Selling”. Today’s blog we will focus on step two of the process ... Read More >

The Three R’s of Informed Selling

By Mark Jewell | April 05, 2016
  When you approach an organization with a proposed efficiency project, you have to be prepared to knock out the ... Read More >