Mark Jewell's Blog: Selling Energy, page 111

Do This for 2 Minutes Every 2 Hours

What if I told you that a two-minute habit could make all the difference with your work performance? According to this article on Inc., aerobic activity makes you more sharp and capable on the job. This isn’t just a suggestion, but a proven method that has been backed by science.

How to Handle the Prospect Who Won’t Respond

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Have you ever found yourself in a situation where you’ve had several volleys of good conversation (emails, voicemails, or perhaps both) with a prospect, and then all of the sudden, they drop off the radar?  This phenomenon can be particularly disconcerting if it occurs right before the sale is supposed to be consummated. 

How to Maximize Your Online Networking

One of the keys to successful networking is knowing exactly who you want to target ahead of time. You have to visualize your dream prospect. 

How to Help Your Customers Regain Their Financial Footing

One way to sell in our current environment is telling customers how energy efficiency will help them regain their financial footing. More specifically, if you consider for a moment the three buckets of benefits, you’ll realize that all of those utility-cost-financial, non-utility-cost financial, and non-financial benefits can really help a business prevail despite the rough sailing they may have endured recently.

Deputizing and Motivating Everyone to Sell

A good question to ask yourself is who in your organization—other than your traditional salespeople—interacts with your prospects and customers. What would happen if you deputized those non-traditional sales roles to boost your business development?

Crisis Economics 101

It’s a famous quote: “Those who cannot remember the past are condemned to repeat it.” It has only been twelve years since the Great Recession and we are currently in the midst of another. How are these economic patterns created? What can be done to better prepare and sustain ourselves when we find ourselves in a crisis?

Weekly Recap, March 21, 2021

Here are our favorite sales-enhancing tips from this week's Selling Energy Blogs...

5 Habits to Help You Stay Focused

Fact: a short attention span can be a sign of stress and fatigue. It’s important to have certain safeguards in place and stay aware of how you’re feeling. The weekend isn’t the only time you’re obligated to check in with yourself!

Is Your Prospect Waiting for Energy Compliance?

I was asked about prospects who say “no” to efficiency because of a misplaced emphasis on energy compliance.  Their specific question was, “How do you convince a prospect to explore and invest in efficiency when their boss is just preoccupied with meeting local energy-efficiency benchmarking requirements?”

Setting S.M.A.R.T. Goals

Entrepreneur Jim Coudal once said, “The reason that most of us are unhappy most of the time is that we set our goals—not for the person we're going to be when we reach them—we set our goals for the person we are when we set them."