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 >

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 >