Property Manager Drivers

By Mark Jewell | January 23, 2019
A property manager’s main role is being a tenant concierge.  Their job is multi-faceted; however, it basically involves ... Read More >

Quantify and Monetize

By Mark Jewell | January 10, 2019
If you read my last two blog posts (see “Pursuing Energy, Part One” and “Pursuing Energy, Part Two”) you know that ... Read More >

How to Make Your Prospect Realize They Need Your Product or Service

By Mark Jewell | December 18, 2018
When it comes to sales, a lot of our time is spent learning about a prospect’s needs.  Sometimes, one needs to “connect ... Read More >

Selling Energy to Educational Institutions

By Mark Jewell | December 14, 2018
If you’re trying to sell energy to educational institutions, one of the most compelling cases for change comes not in ... Read More >

Learn to Pitch from a True Pitcher

By Mark Jewell | December 12, 2018
Legendary baseball pitcher Sandy Koufax was quoted as saying, “I became a good pitcher when I stopped trying to make ... Read More >

Internal Champion

By Mark Jewell | December 11, 2018
When you’re approaching a new organization with an energy project, you want to make sure you’re putting your project in ... Read More >

The Importance of Having an Agenda

By Mark Jewell | December 07, 2018
Whether you’re holding a meeting internally or with a prospect’s organization, it’s important that you create an agenda ... Read More >

Selfie Video to Perfect Your Pitch

By Mark Jewell | December 05, 2018
From the minute you step through the door to meet with a prospect, you’re being evaluated on your appearance and ... Read More >

The Storyteller's Secret

By Mark Jewell | December 03, 2018
While teaching I’ve noted that one of the most engaging ways to capture attention is simple: tell a story.  It tells ... Read More >

Prevailing at a Premium

By Mark Jewell | November 20, 2018
As energy sales professionals, we’re often faced with situations in which prospects gets hung up on the cost of the ... Read More >