Discussing P&L Benefits Effectively

By Mark Jewell | November 15, 2019
Energy efficiency can affect many line items on a company’s Income Statement (also known as the “Profit and Loss ... Read More >

What’s Your Focus?

By Mark Jewell | October 04, 2019
When you approach a prospect with a new project, you have a very limited amount of time to convince them that your ... Read More >

Investor Relations Research

By Mark Jewell | October 03, 2019
Those of you who have been reading this blog for a while or have taken any of my sales-focused classes have probably ... Read More >

Who Really Sells a Multifamily Energy Project?

By Mark Jewell | October 02, 2019
A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building ... Read More >

Deliver What They Want

By Mark Jewell | October 01, 2019
There are countless reasons someone might be interested in energy efficiency. If you can find out exactly why your ... Read More >

How to Tell If a Prospect Is Genuinely Interested

By Mark Jewell | July 04, 2019
I’ve had several students approach me about how to tell whether a prospect is legitimately interested in their ... Read More >

Pain Point Discovery

By Mark Jewell | July 03, 2019
Every now and then you’ll encounter a prospect who has scar tissue concerning service providers who have let them ... Read More >

Reframing a Lighting Retrofit as an Oil Well

By Mark Jewell | July 02, 2019
Sales professionals are adept at reframing value propositions to make them more accessible to their prospects.  Doing ... Read More >

Why Should They Care?

By Mark Jewell | May 22, 2019
Why should your prospects care about energy efficiency?  What messages would pique their interest enough to have the ... Read More >

9 Ways to Improve Sales Performance

By Mark Jewell | April 23, 2019
In the words of that famous race car driver, Mario Andretti, “If everything is under control, you’re going too slow.” Read More >