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 >

What’s HVAC?

By Mark Jewell | February 01, 2019
We have so much jargon and so many acronyms in the energy industry that it is easy to confuse non-energy professionals. ... Read More >

Warming Up Cold Calls

By Mark Jewell | January 31, 2019
When you’re cold calling and don’t know the right person to get in touch with… good luck.  These calls are clumsy and ... Read More >

Three Pieces of Paper to Educate Your Prospects

By Mark Jewell | January 30, 2019
When you go to a sales meeting you should have three pieces of paper with you.  Before presenting any of them you ... Read More >

Selling Energy to Homeowners

By Mark Jewell | January 29, 2019
Your own home can be one of your best investments.  It can provide a better financial return than the stock market, the ... Read More >

9 Ways to Improve Sales Performance

By Mark Jewell | October 17, 2018
In the words of that famous race car driver, Mario Andretti, “If everything is under control, you’re going too slow.” ... Read More >