Layman’s View of Net Margin and Contribution Margin

By Mark Jewell | August 04, 2017
The more you understand “net margin” and “contribution margin,” the more confident you will be discussing these topics ... Read More >


By Mark Jewell | August 03, 2017
Getting feedback from customers can be tricky.  Still, it’s important to engage them with thoughtful questions whether ... Read More >

How to Motivate a Prospect Who Won’t Commit

By Mark Jewell | July 07, 2017
  “What does my prospect stand to gain from my efficiency product or service?” This is a question that many salespeople ... Read More >

The Importance of Higher Appraised Value

By Mark Jewell | July 06, 2017
  When you’re selling an efficiency solution in the built environment, you might consider emphasizing the potential for ... Read More >

Start with “Why”; Leave the “How,” “How Much” and “When” for Later

By Mark Jewell | July 05, 2017
  You’ve no doubt heard the old saying, “Knowledge is power.” “Knowledge” may be “power”; however, in many cases, ... Read More >

Improving Your Written Communication Skills

By Mark Jewell | July 04, 2017
    As sales professionals, we use written communication on a daily basis. Whether we’re writing a proposal for a ... Read More >

How to Take Control of Your Sales Career

By Mark Jewell | June 05, 2017
  The word “sales” often has a stigma attached to it. For many people, it conjures up images of the stereotypical ... Read More >

Reframe Your Project

By Mark Jewell | May 04, 2017
  Whenever I do a national keynote speech or customized coaching session for a sales team, I always ask to speak with a ... Read More >

Connect the Dots in Creative Ways on Multiple Levels

By Mark Jewell | May 03, 2017
  One of the most important attributes of a true sales professional is the ability to tell the prospect’s story rather ... Read More >

Are You an Efficiency Sales Professional?

By Mark Jewell | May 02, 2017
To become a sales professional, you must first realize that: Energy efficiency products, services and programs all ... Read More >