Do’s and Do Not’s for Presenting to the C-Suite

By Mark Jewell | September 08, 2017
  Whenever you prepare for a presentation, you have to keep in mind who your audience will be and what it is that they ... Read More >

Selling Efficiency to Cities, Counties and Schools

By Mark Jewell | August 02, 2017
  Cities, counties and school districts can be difficult when it comes to implementing energy efficiency projects.  The ... Read More >

Charging Based on Value

By Mark Jewell | August 01, 2017
  Most people plan their pricing from the perspective of cost when they should be pricing their offerings based on the ... Read More >

Focus on Your Customer’s Story

By Mark Jewell | July 19, 2017
  Yesterday, I wrote about how increased productivity in an office space can more than outweigh the utility cost ... Read More >

Turbocharge Your Value Proposition

By Mark Jewell | July 18, 2017
If you are hoping to redefine and turbocharge your value proposition, you’ll want to consider bringing up ... Read More >

The Unassailable Value Equation

By Mark Jewell | March 02, 2017
  How often do you think price is the major determining factor in a successful sale? The answer should be “rarely.” If ... Read More >

Stick to the Agenda

By Mark Jewell | October 20, 2016
  Whether you’re holding a meeting internally or with a prospect’s organization, it’s important that you create an ... Read More >

Discover the Value

By Mark Jewell | October 07, 2016
  There’s an age-old saw (pun intended) about selling benefits rather than features. Guess what? You shouldn’t be ... Read More >

Building Value Through Energy Efficiency

By Mark Jewell | June 28, 2016
  If you’re selling efficiency solutions in the built environment, you may find yourself being asked by your prospects, ... Read More >

10 Habits of Well-Liked Bosses

By Mark Jewell | May 21, 2016
  If you manage a team of employees, your trust and engagement have major impacts on the success of your company. A ... Read More >