Be Like the Personal Trainer

By Mark Jewell | September 25, 2019
Most people think sales is all about forming strong relationships with prospects. If you do that, they’re going to want ... Read More >

Setting Yourself Apart from Your Competition

By Mark Jewell | September 20, 2019
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 >

Isn’t My One-Page Proposal Just as Good?

By Mark Jewell | September 19, 2019
I've had a lot of conversations with people regarding what makes our one-page proposal successful. "What about my ... Read More >

What Does My Listener Need to Know?

By Mark Jewell | September 17, 2019
I talk a lot about communication strategies on this blog because effective communication is vital to success in sales ... Read More >

Take the Safe Road

By Mark Jewell | September 13, 2019
Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your ... Read More >

Loss Framing

By Mark Jewell | September 12, 2019
I’ve often said that people make emotional decisions and justify them financially.  People also value the potential of ... Read More >

Connecting the Dots to Seal the Deal

By Mark Jewell | September 06, 2019
In today’s blog, I have a few stories about the power of the connecting the dots, courtesy of some colleagues of mine.  Read More >

Savings to Include in Your Financial Summary

By Mark Jewell | September 04, 2019
Yesterday, we discussed the costs that should be included in your financial summary. Today, we’ll dive into the savings ... Read More >

Costs to Include in Your Financial Summary

By Mark Jewell | September 03, 2019
As I’m sure most of you know if you read my blog regularly, compelling (and accurate) financial analysis is a key ... Read More >

A Map to Guide the Way

By Mark Jewell | August 28, 2019
One of the most valuable things you can do before approaching a new organization with a proposal is to determine ... Read More >