Breaking Sales Down to a (Neuro)science

By Mark Jewell | April 13, 2019
What is happening in your brain and body during a high-stakes negotiation?  If you knew, how could that tip things in ... Read More >

Client Nurturing

By Mark Jewell | April 12, 2019
Your existing customer base is a significant (and often overlooked) asset. It’s easy to get so wrapped up in new ... Read More >

Residential Energy, Part Two

By Mark Jewell | April 10, 2019
Today, we’ll continue with some more strategies for reframing the value of efficiency for residential prospects. Read More >

Residential Energy, Part One

By Mark Jewell | April 09, 2019
We talk a lot about sales strategies and tactics that are appropriate for commercial and industrial prospects. These ... Read More >

Tips for Vetting Trade Associations

By Mark Jewell | March 14, 2019
Trade associations can be an excellent resource for educating yourself about a segment and generating leads.  Finding ... Read More >

Overcoming the Killjoy

By Mark Jewell | February 27, 2019
At some point, all of us have dealt with (or will deal with) a character I call “The Killjoy.”  This person may be ... Read More >

Money or Value?

By Mark Jewell | February 15, 2019
How often do you think price is the major determining factor in a successful sale? The answer should be “rarely.” If ... Read More >

Shortcomings of Brochures

By Mark Jewell | February 14, 2019
There's no glory in sending out brochures.  In fact, things change so often in this industry that dedicating time to ... Read More >

Selling Effectively to Condo Boards

By Mark Jewell | February 13, 2019
Students often ask me how to sell to condo boards.  I’ve experienced things from both sides.  I was on a condo board ... Read More >

Breaking into a New Company or Sales Territory

By Mark Jewell | February 12, 2019
When you find yourself in a new company or exploring a new territory, the first thing you have to do is build rapport.  ... Read More >