Mark Jewell's Blog: Selling Energy, page 22

Good to Great: Who Really Sells a Multifamily Energy Project?

A casual observer would assume that “vendors” and “contractors” sell energy efficiency projects to multifamily building owners.  In reality, the energy managers and other internal champions connected to those buildings wind up doing most of the “selling.”  They’re the ones who lobby to gain consensus among their peers in property management, facilities and engineering; persuade senior management to prioritize the initiative; and, ultimately convince capital budgeting to approve the needed funds.  And if the tenants’ cooperation is needed to make the proposed initiative a success, those tenants need to be sold on the idea as well.

Good to Great: Why Some Companies Make the Leap… And Others Don’t

Creating a company that will continue to be successful and profitable many years down the road requires strategic long-term planning. It’s easy to get wrapped up in the present and focus only on that which will provide immediate gain; however, a great company always keeps one eye on the future and plans for sustainable growth and success in the long run.

Weekly Recap, September 3, 2023

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

9 Ways to Make Your Meetings More Effective

Have you ever been in a meeting and thought to yourself, “This is a waste of my time. Why am I here?” While meetings have the potential to produce great new ideas, reinvigorate the team, and facilitate collaboration, they also have the potential to steal valuable time from other important work.

Disadvantages of Simple Payback Period

Am I using the right figures? 
- How did I calculate my costs?
- How did I calculate my savings?  

You’ve Attended Our Sales Training – Now What

[image error]

You may find yourself in an environment where you are the lucky person to attend one of our sales trainings.  Maybe you attended it while working for a previous employer.  Maybe you attended it on your own time.  Either way, your co-workers might think you're from Mars when you talk about using one-page proposals or other tools we provide through Selling Energy. 

Have Respect for Your Prospect’s Time

When a prospect agrees to meet with you, it’s vital that you respect the time you’ve been given. Let’s say your prospect is a busy C-Level executive and she’s agreed to meet with you for 15 minutes. The first thing you should do is prepare your topics of discussion, making sure that you can convey your value proposition in no more than half the time you’ve been allotted, leaving plenty of time to field questions and comments. If you don’t hear any questions/comments, you could always recapture the remaining minutes by saying something like, “One of the questions I often hear is...” and go back to selling mode.

How to Use Your Time Wisely While Working from Home

Before the pandemic, there were so many ways to communicate with customers: phone calls, voicemails, texts, in-person visits, video conferencing, emails, and direct mail. What are we really losing due to social distancing and working from home?

Turn Your Business into a Sales Machine

Every business owner or sales manager wants to be able to predict revenue – whether it’s for the coming month, the coming year, or five years down the road. With so many variables at play, it can be hard to know what to expect. Even if you have a great team of sales professionals out in the field, they are at the mercy of the leads that they were given. Are those leads consistently high-quality, or are they just “leads”?

Weekly Recap, August 27, 2023

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