Mark Jewell's Blog: Selling Energy, page 188

Selling Energy to Colleges and Universities

Every now and then I’m asked about the best way to approach energy in colleges and universities.  They might seem sprawling, intimidating and complex; however, I’ve discovered some ways to get their leadership’s attention and make things happen.

Illuminating Change

I have previously championed Nancy Duarte’s earlier books, Resonate and slide:ology, and her latest book is another great one.  Illuminate expands on Duarte’s teachings regarding speeches, storytelling, and presentation modes.  The difference is that instead of focusing on the public arena, she brings it into the workplace. By motivating yourself and your employees, you can make great strides in your company’s success.

Weekly Recap, February 17, 2019

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

Overwhelmed at Work?

I’m sure we’re all very familiar with the feeling of being overwhelmed. In many cases, this feeling is spurred by the sheer amount of work that we have on our plates. When we have a lot of work to do, it’s vital that we use our time as efficiently as possible. Unfortunately (and paradoxically), the feeling of being overwhelmed inhibits our ability to be efficient and productive. If you follow this logic, it turns into a vicious cycle that ultimately leads to burnout (or even failure).

Money or Value?

How often do you think price is the major determining factor in a successful sale? The answer should be “rarely.” If you focus your message on making your prospect more competitive, more profitable, and more valuable, you will find fewer circumstances in which price becomes an issue.

Shortcomings of Brochures

There's no glory in sending out brochures.  In fact, things change so often in this industry that dedicating time to designing, printing and distributing them can be counterproductive.  Even if you are successful getting them into your prospect’s hands, it’s only a matter of time before your information is out of date and ultimately forgettable. 

Selling Effectively to Condo Boards

Students often ask me how to sell to condo boards.  I’ve experienced things from both sides.  I was on a condo board for four years in Philadelphia, and two of those years I served as president, so I know what it’s like to run a board of five or six people and hold a three-hour meeting each month.  It was tough at times; however, it ultimately gave me an insider’s view of how major decisions get made in these settings. 

Breaking into a New Company or Sales Territory

When you find yourself in a new company or exploring a new territory, the first thing you have to do is build rapport.  Make sure people know who you are and what you specialize in. 

Going Exponential

Over the past twenty years there has been an explosion of data-based companies surpassing their “traditional” or “linear” counterparts.  Most of this is due to how virtually free and accessible information is these days.  Instead of maps, customers opt to use GPS systems or apps like Waze.  Taxi services have largely been supplanted by Uber and Lyft.  Dating has expanded into digital interfaces like OkCupid and Match.  Keeping appointments or maintaining interoffice workflow has been streamlined by content creators like Google (Calendar, Drive).

Weekly Recap, February 10, 2019

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